Selling and Sales Management 10th edn, 10th Edition

By David Jobber, Geoffrey Lancaster

Published by Pearson

Published Date: Aug 13, 2015

Table of Contents

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

Print

Selling and Sales Management 10th edn, 10th Edition

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$104.99 | ISBN-13: 978-1-292-07800-7

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