Selling and Sales Management

Name: Selling and Sales Management
Availability: OutOfStock
ISBN: 9780273695790

ISBN-10: 0273695797

ISBN-13: 9780273695790

Edition: 7th 2006 (Revised)

Authors: David Jobber, Geoffrey Lancaster, Peter Lancaster

List price: $125.33

30 day, 100% satisfaction guarantee!

Out of stock

We're sorry. This item is currently unavailable.

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

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. Ideal for students on sales management, marketing and business studies courses as well as field sales people and sales managers. The book is also essential reading for those taking professional qualifications at the CAM, the Instituteof Salesand Marketing Management and LCCI.

Book details

List price: $125.33
Edition: 7th
Copyright year: 2006
Publisher: Prentice Hall PTR
Publication date: 5/18/2006
Binding: Paperback
Pages: 552
Size: 7.50" wide x 9.75" long x 1.25" tall
Weight: 2.288
Language: English



About the Authors


List of Figures


List of Tables


Preface


Acknowledgements



Sales Perspective



Development and Role of Selling in Marketing



Sales Strategies



Sales Environment



Consumer and Organisational Buyer Behaviour



Sales Settings



International Selling



Law and Ethical Issues



Sales Techniques



Sales Responsibilities and Preparation



Personal Selling Skills



Key Account Management



Relationship Selling



Direct Marketing



Internet and IT Applications in Selling and Sales Management



Sales Management



Recruitment and Selection



Motivation and Training



Organisation and Compensation



Sales Control



Sales Forecasting and Budgeting



Salesforce Evaluation





Further Reading


Index