Selling and Sales Management

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• Product ID: O37060749

Selling and Sales Management

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• Product ID: O37060749
• ISBN: 9780273720652

Package Size

22cm x 4.5cm x 27cm

Gross Weight

1.2kg

Author

David Jobber

Geoffrey Lancaster

Publishing Date

Apr 2009

Binding

Paperback

Pages

568 Pages

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Product 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.

Description

Table of Contents

• 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
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