- Paperback: 472 pages
- Publisher: Financial Times/ Prentice Hall; 5 edition (21 Mar 2000)
- Language English
- ISBN-10: 0273642103
- ISBN-13: 978-0273642107
- Product Dimensions: 24.1 x 18.5 x 2.5 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 687,911 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
This best-selling textbook, now in its fifth edition, has been thoroughly revised and updated to take account of recent developments in the theory and practice of selling.
From the Back Cover
This best-selling textbook, now in its fifth edition, has been thoroughly revised and updated to take account of recent developments in the theory and practice of selling.
Updates to the book include-
Updates to the book include-
a new chapter covering Direct Marketing and Information Technology Applications in Sales, including explanations for the growth in direct marketing activity, database marketing, managing a direct marketing campaign, ethical issues in direct marketing, account management, sales management, telemarketing and retailing.
'Selling and Sales Management in Action' vignettes to show how sales theory works in practice
increased coverage of important areas such as training sales managers, franchising and services
many new practical exercises at the end of chapters and a new extended case, covering Allwarm Knitting, in the final chapter
Selling and Sales Management is logically structured in five parts covering the sales perspective - the role of selling within the wider context of marketing; the sales techniques - the practice of selling; the sales environment - sales channels; sales management - recruitment and training; and sales control - budgets, business planning and sales forecasting. The book is ideal for all students on sales management, marketing and business studies courses as well as field salespeople and sales managers.
The book is essential reading for students taking the CIM Certificate in Selling, the Advanced Certificate in Sales Management, and those taking professional studies examinations for CAM, the Institute of Sales and Marketing Management and LCCI.
David Jobber is Professor of Marketing at Bradford University as well as being on the editorial board of a number of selling journals.
Geoff Lancaster is Chairman of Durham Associates Ltd. He is also a Senior Lecturer at Macquarie University, Sydney and Chief Examiner at the Institute of Sales and Marketing Management.
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Most Helpful Customer Reviews
3 of 5 people found the following review helpful:
5.0 out of 5 stars
Excellent Resource,
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This review is from: Selling and Sales Management (Paperback)
I bought this book as it is one of the core texts for my university course. The sheer depth that this book goes into provides a really good background into Sales, Management and Relationships.
The service from Amazon was prompt and the book arrived in prestine condition.
0 of 2 people found the following review helpful:
5.0 out of 5 stars
selling and sales management review,
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This review is from: Selling and Sales Management (Paperback)
Hi
Book arrived in perfect condition and sooner than we expected! thank you
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