David Jobber, Professor of Marketing, University of Bradford


Geoffrey Lancaster, Chairman of Durham Associated Ltd, Professor University of North London and Chief Examiner, Institute of Sales and Marketing Management"


 

List of figures 


List of tables


About the authors


Preface


Acknowledgements


Part 1 Sales perspective


1 Development and role of selling in marketing


2 Sales strategies


Part 2 Sales environment


3 Consumer and organisational buyer behaviour


4 Sales settings


5 International selling


6 Law and issues  


Part 3 Sales technique  


7 Sales responsibilities and preparation 


8 Personal selling skills  


9 Key account management  


10   Relationship selling 


11   Direct marketing  


12   Internet and IT applications in selling and sales management 


Part 4 Sales management


13   Recruitment and selection  


14   Motivation and training


15   Organisation and compensation 


Part 5 Sales control 


16   Sales forecasting and budgeting 


17   Salesforce evaluation 


Appendix: Case studies and discussion questions


Index\

Features:


New case studies and practical exercises.


Fully updated coverage of strategic selling and partnering.


Expanded coverage of ethical issues.


Enhanced discussion of the role of social media in selling.


Expanded coverage of the management of sales channels.


Increased number of examination questions at the end of each chapter.