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.
About the Author
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
Features
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.
Table Content
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
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