Selling and Sales Management 10th edn

Series
Pearson
Author
David Jobber / Geoffrey Lancaster  
Publisher
Pearson
Cover
Softcover
Edition
10
Language
English
Total pages
544
Pub.-date
March 2015
ISBN13
9781292078007
ISBN
1292078006
Related Titles



Description

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 new edition comes fully 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.

Table of Contents

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

Back Cover

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 new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also 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.

 

New to this edition

  • New case studies and practical exercises.
  • Fully updated coverage of strategic selling and partnering.
  • Expanded coverage of ethical issues.
  • Enhanced discussion of the role of social media in selling.
  • Expanded coverage of the management of sales channels.
  • Increased number of examination questions at the end of each chapter.

About the authors

 

David Jobber is Emeritus Professor of Marketing at Bradford University and has served on the editorial boards of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK. David has also received the Academy of Marketing Life Achievement award for extraordinary and distinguished services to marketing.

 

Geoff Lancaster is Dean of Academic Studies at the London School of Commerce and was formerly Chairman of Durham Associates Group Ltd, which he guided to obtaining the Queen’s Award for Exporting. He was formerly Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management. His Professorship is a lifetime award for research and publishing in the area marketing.