Selling and Sales Management, 11th Edition

Heftet / 2019 / Engelsk

Produktdetaljer

ISBN13
9781292205021
Publisert
2019
Utgave
11. utgave
Utgiver
Vendor
Pearson Education Limited
Aldersnivå
06, P
Språk
Product language
Engelsk
Format
Product format
Heftet
Sider
496
Vekt
787 gr
Høyde
245 mm
Bredde
190 mm
Tykkelse
20 mm
Se alle

Selling and Sales Management, 11th Edition

Heftet / 2019 / Engelsk
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 editionNew 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.
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Brief contentsList of figuresList of tables xviAbout the authorsPrefaceAcknowledgementsPart OneSales perspective1 The role of selling2 The marketing concept3 Sales and marketing planningPart TwoSales environment4 Consumer and organisational buyer behaviour5 Sales contexts and customer management6 International sellingPart ThreeSales practice7 Sales responsibilities and preparation8 Personal selling skills9 Key account management10 Relationship selling11 Multi-channel sellingPart FourSales management12 Sales management and technology13 Recruitment and selection14 Motivation and training15 Structuring the sales force and rewards16 Sales forecasting and budgeting17 Sales force evaluationAppendix: Case studies and discussion questionsIndex
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David Jobber is Professor of Marketing at Bradford University and serves on the editorial board 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 Jobber has also received the Academy of Marketing Life achievement award for extraordinary and distinguished services to marketing. Geoff Lancaster isDean of Academic Studies at London School of Commerce and Chairman ofDurham AssociatesGroup Ltd. He was formerlyResearch Professor of Marketing at London Metropolitan University, Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management. "
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Produktdetaljer

ISBN13
9781292205021
Publisert
2019
Utgave
11. utgave
Utgiver
Vendor
Pearson Education Limited
Aldersnivå
06, P
Språk
Product language
Engelsk
Format
Product format
Heftet
Sider
496
Vekt
787 gr
Høyde
245 mm
Bredde
190 mm
Tykkelse
20 mm
Se alle