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Selling and Sales Management, 7/e

Selling and Sales Management, 7/e

Author(s):
  • David Jobber
  • Geoffrey Lancaster
    • Author: David Jobber
    • ISBN:9788131725863
    • Price: Rs. 550.00
    • Offer Price:Rs. 490.00
    • Pages:552
    • Imprint:Pearson Education
    • Binding:Paperback
    • Status:Available


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    Selling and Sales Management 7th Edition is a long standing classic book, which has been revised and updated to take into account recent developments in the theory and practice of selling. As well as covering all important elements of the marketing mix, it places emphasis on international aspects of selling and sales management.

    Table of Content

    Part I: Sales Perspective
    1. Development and Role of Selling in Marketing
    2. Sales Strategies
    Part II: Sales Environment
    1. Consumer and Organisational Buyer Behaviour
    2. Sales Settings
    3. International Selling
    4. Law and Ethical Issues
    Part III: Sales Techniques
    1. Sales Responsibilities and Preparation
    2. Personal Selling Skills
    3. Key Account Management
    4. Relationship Selling
    5. Direct Marketing
    6. Internet and IT Applications in Selling and Sales Management
    Part IV: Sales Management
    1. Recruitment and Selection
    2. Motivation and Training
    3. Organisation and Compensation
    Part V: Sales Control
    1. Sales Forecasting and Budgeting
    2. Sales force Evaluation

    Salient Features

    • Each chapter concludes with a mini case study and practical exercises to reinforce key concepts for students.
    • Formal practice exam questions help students prepare for forthcoming assessment.
    • Full discussion of the role of selling as a part of an integrated marketing communications programme demonstrates the importance of selling on every level.