Higher Ed. and Vocational >> Business and Economics >> Management >> Management


Selling and Sales Management

Selling and Sales Management

Author(s):
  • David Jobber
  • Author: David Jobber
    • ISBN:9789332514980
    • 10 Digit ISBN:9332514984
    • Price:Rs. 729.00
    • Pages:568
    • Imprint:Pearson Education
    • Binding:Paperback
    • Status:Available


    Be the first to rate the book !!

    Selling and Sales Management 8/e is essential reading for all marketing and management students and practitioners, in particular those with specific interests in the world of sales.  The text is split into five logical parts: Sales Perspective, Sales Technique, Sales Environment, Sales Management and Sales Control.


    This edition places emphasis on international aspects of selling and sales management whilst also covering all of the important elements of the marketing mix.  Topics covered include Sales Strategies, Key Account Management, Sales Forecasting and Budgeting, and the Role of Selling in Marketing.

    Table of Content

    Part One Sales perspective

    1                    Development and role of selling in marketing
    2                    Sales strategies

    Part Two Sales environment

    3                    Consumer and organisational buyer behaviour
    4                    Sales settings
    5                    International selling
    6                    Law and ethical issues

    Part Three 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 Four Sales management

    13                Recruitment and selection
    14                Motivation and training
    15                Organisation and control
    16                Sales forecasting and budgeting
    17                Salesforce evaluation

    Salient Features

    The text is split into five logical parts:
              Sales Perspective
              Sales Technique
              Sales Environment
              Sales Management
              Sales Control

    This edition places emphasis on international aspects of selling and sales management making it essential reading for all students and practitioners with an interest in the world of sales
    Topics covered include Sales strategies, Key account management, Sales forecasting and budgeting, and the role of selling in marketing.