Selling and Sales Management 10th Edn by Geoffrey Lancaster and David Jobber (2015, Trade Paperback, New Edition)

Pearson Education

1292078006

9781292078007

217016896

Geoffrey Lancaster, David Jobber

Selling and Sales Management 10th Edn

Trade Paperback

English

New Edition

2015

Textbook

544 Pages

9.6in

0.9in

7.4in

35.2 Oz

Hf5438.25.J63 2015

New Edition

10

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

2015

Scholarly & Professional

Sales & Selling / Management, Sales & Selling / General

2014-046929

346.4202

23

Yes

Business & Economics