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Selling and Sales Management

Selling and Sales Management

  • David Jobber
  • Geoffrey Lancaster
  • Author: David Jobber
    • ISBN:9789352866045
    • 10 Digit ISBN:9352866045
    • Price:Rs. 729.00
    • Pages:544
    • Imprint:Pearson Education
    • Binding:Paperback
    • Status:Available

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    Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.

    This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. 

    This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.


    Table of Content

    List of figures 
    List of tables
    About the authors
    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

    Salient 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.