Selling and Sales Management

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Selling and Sales Management

Yazar	: David Jobber Geoffrey Lancaster
Yayınevi	: Pearson Education
ISBN	: 9780273762652
Baskı yılı	: 2012
Sayfa sayısı	: 592
Ağırlık	: 1.13 kg
Edisyon	: 9
Stok durumu	: Tükendi

Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area. This new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment. This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix. Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.

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 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