Selling and Sales Management
by Jobber, David; Lancaster, GeoffreyEdition: 8th
Format: Paperback
Pub. Date: 2011-10-13
Publisher(s): Prentice Hall
Other versions by this Author
-
This Item Qualifies for Free Shipping!*
*Excludes marketplace orders.
List Price: $145.04
Rent Textbook
Select for Price
New Textbook
We're Sorry
Sold Out
Used Textbook
We're Sorry
Sold Out
eTextbook
We're Sorry
Not Available
How Marketplace Works:
- This item is offered by an independent seller and not shipped from our warehouse
- Item details like edition and cover design may differ from our description; see seller's comments before ordering.
- Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
- Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
- Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.
Summary
Selling and Sales Management 8/eis an essential resource for all marketing and management students and practitioners, in particular those with specific interests in the world of sales. 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.
Table of Contents
| 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 technique | |
| 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 control | |
| Sales forecasting and budgeting | |
| Salesforce evaluation | |
| Table of Contents provided by Publisher. All Rights Reserved. |
An electronic version of this book is available through VitalSource.
This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.
By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.
Digital License
You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.
More details can be found here.
A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.
Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.
Please view the compatibility matrix prior to purchase.