Selling and sales management / David Jobber and Geoff Lancaster.
By: Jobber, David [author.]
.
Contributor(s): Lancaster, Geoffrey [author.].
Material type: 
BookPublisher: Harlow, England : Pearson, [2015]Copyright date: ©2015Edition: Tenth edition.Description: xxii, 522 pages: color illustrations : 25 cm.Content type: text Media type: unmediated Carrier type: volumeISBN: 9781292078007 (paperback).Subject(s): Selling | Sales managementDDC classification: 658.81 | Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| General lending | MTU Bishopstown Library Lending | 658.81 (Browse shelf(Opens below)) | 1 | Available | 00161946 | ||
| General lending | MTU Bishopstown Library Lending | 658.81 (Browse shelf(Opens below)) | 1 | Checked out | 13/11/2026 | 00161948 | |
| 3 day loan | MTU Bishopstown Library Desk Loan | 658.81 (Browse shelf(Opens below)) | 1 | Available | 00161234 | ||
| General lending | MTU Bishopstown Library Lending | 658.81 (Browse shelf(Opens below)) | 1 | Checked out | 24/01/2022 | 00161242 |
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Enhanced descriptions from Syndetics:
Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.
This edition comes updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment.
This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.
Includes bibliographical references and index.
Part one: Sales perspective -- Development and role of selling in marketing -- Sales strategies -- Part two: Sales environment -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Part three: 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 -- Part four: Sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Part five: Sales control -- Sales forecasting and budgeting -- Salesforce evaluation.
CIT Module MRKT 8019 - Core reading.
CIT Module MGMT 8042 - Core reading.
CIT Module MRKT8011 - Core reading.
CIT Module MGMT8041 - Core reading.
CIT Module MRKT 9011 - Core reading.
Table of contents provided by Syndetics
- List of figures
- List of tables
- About the authors
- Preface
- Acknowledgements
- Part 1 Sales perspective
- 1 Development and role of selling in marketing
- 2 Sales strategies
- Part 2 Sales environment
- 3 Consumer and organisational buyer behaviour
- 4 Sales settings
- 5 International selling
- 6 Law and issues
- Part 3 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 4 Sales management
- 13 Recruitment and selection
- 14 Motivation and training
- 15 Organisation and compensation
- Part 5 Sales control
- 16 Sales forecasting and budgeting
- 17 Salesforce evaluation
- Appendix: Case studies and discussion questions
- Index