Selling and Sales Management - Couverture souple

Jobber, David; Lancaster, Geoffrey

Couverture souple

ISBN 10 : 0273642103 ISBN 13 : 9780273642107

Editeur : Pearson Education Limited, 2000

Synopsis

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: *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. Th

A propos du livre

Quatrième de couverture

"This excellent work is mandatory reading for all with academic or practical interests in the world of sales - which is just about the whole marketing and management community. This influential book is an excellent contribution to the literature."
Professor Nigel F. Piercy, Professor of Marketing and Director of the Sales and Account Management Strategy Research Unit, Warwick Business School, University of Warwick

Looking for the definitive text on selling and sales management? Now in its 7th edition, David Jobber and Geoff Lancaster’s Selling and Sales Management, a long-standing classic, has been revised and updated to take into account recent developments in the theory and practice of selling. It places emphasis on international aspects of selling and sales management.

New to this edition

• Integration of recent cutting-edge research into chapters throughout the book.
• Repositioning of chapters and a clear mapping through each of the five parts, including a brief summary of each part.
• A fuller discussion on the role of selling as part of an integrated marketing communications programme.
• A complete re-write and update of Chapter 12 on Internet and IT Applications.
• Substantially updated coverage of key account management.
• A more detailed explanation of market-based pricing principles.
• A more thorough discussion of the principles of negotiation.
• A fuller discussion of the role of the sales force as gatherers of market intelligence.
• Additional exercises to assist both students and tutors.

Ideal for students on sales management, marketing and business studies courses as well as field salespeople and sales managers, the book is also 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.

"Professors Jobber and Lancaster have done it again! In this text, they provide a thorough and sophisticated treatment of sales and sales management. Informed by the most up-to-date research, the authors tackle the critical issues facing modern sales professionals. Their style of writing is straightforward and accessible. This book is essential reading for those whose job it is to sell and to manage those who sell, as well as for those who aspire to a career in the sales profession."
John W. Cadogan, Professor of Marketing, Business School, Loughborough University

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.

Geoff Lancaster is Professor of Marketing at Liverpool John Moores University and Chairman of Durham Associates Group Ltd, Castle Eden, County Durham. He was formerly Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

To access the Instructor’s Manual, PowerPoint slides and additional learning resources visit http:www.pearsoned.co.uk/jobber.

 

Quatrième de couverture

Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

 The 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.

New to this edition:

• Integration of recent cutting-edge research into chapters throughout the book.
• Fully updated coverage of technological applications in selling and sales management.
• A more detailed coverage of ethics in selling and sales management.
• Expanded coverage of sales training and organisation.
• A more in-depth look at the sales cycle, cold canvassing and systems selling.
• A more thorough coverage of B2B and B2C selling.
• Additional exercises to assist both students and tutors.

About the authors

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 is Dean of Academic Studies at London School of Commerce and Chairman of Durham Associates Group Ltd. He was formerly Research 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.

Don’t forget to visit www.pearsoned.co.uk/jobber for additional learning resources.

Détails de l'édition

• Éditeur: Pearson Education Limited
• Date d'édition: 2000
• Langue: anglais
• ISBN 10: 0273642103
• ISBN 13: 9780273642107
• Reliure: Broché
• Numéro d'édition: 5
• Nombre de pages: 472
• Coordonnées du fabricant: non disponible