Selling and sales management / David Jobber and Geoff Lancaster.
By: Jobber, David.
Contributor(s): Lancaster, Geoffrey.
Material type: BookPublisher: London : Pitman, 1997Edition: 4th ed.Description: xviii, 427 p. : ill. ; 25 cm. + pbk.ISBN: 0273625926.Subject(s): Sales managementDDC classification: 658.81Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds |
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General Lending | MTU Bishopstown Library Lending | 658.81 (Browse shelf(Opens below)) | 1 | Available | 00098374 |
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Enhanced descriptions from Syndetics:
This sales management text covers topics such as direct marketing, computer aided sales support, trade marketing, major account selling and forecasting. It includes a range of examples and cases as well as exam questions for student self-testing.
Includes bibliographical references (pages 407-414) and index.
Part One: Sales perspective -- Development and role of selling in marketing -- Consumer and organisational buyer behaviour -- Sales strategies -- Part Two: Sales technique -- Sales responsibilities and preparation -- Personal selling skills -- Selling to and managing major accounts -- Relationship selling -- Part Three: Sales environment -- Sales settings -- International selling -- Law and ethical issues -- Part Four: Sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Part Five: Sales control -- Sales forecasting -- Budgeting and evaluation.
Table of contents provided by Syndetics
- About the Authors
- List of Figures
- List of Tables
- Preface
- Acknowledgements
- 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 Techniques
- 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: Examination Technique
- Further Reading
- Index