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Selling and sales management.

By: Contributor(s): Material type: TextTextPublisher: Harlow, England ; New York Pearson [2015]Edition: Tenth edition / David Jobber and Geoff LancasterDescription: xxii, 522 pages : illustrations (colour) ; 25 cmISBN:
  • 9781292078007 (pbk.) :
  • 9781292078007
Subject(s): DDC classification:
  • 658.81 JOB
LOC classification:
  • HF5438.25 .J63 2015
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 compensation -- Part five.Sales control -- 16.Sales forecasting and budgeting -- 17.Salesforce evaluation -- Appendix. Case studies and discussion questions.
Summary: Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.
Holdings
Item type Current library Call number Copy number Status Date due Barcode
Short Loan TUS: Midlands, Main Library Athlone General Lending 658.81 JOB (Browse shelf(Opens below)) 1 Available 216799

Previous edition: 2012.

Includes bibliographical references and index.

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 compensation -- Part five.Sales control -- 16.Sales forecasting and budgeting -- 17.Salesforce evaluation -- Appendix. Case studies and discussion questions.

Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.

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