Selling and sales management [printed text] / David Jobber, Author ; Geoff Lancaster, Author  . -  9th Edition . - Harlow, Essex : Pearson Education, 2012 . - xx, 565 p. : ill. (b & w) ; 25 cm.
ISBN : 978-0-273-76265-2
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.

Class number:	658.81
Abstract:	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.
Contents note:	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 Appendix: Cases and discussion questions; Index.