Selling And Sales Management 7th Edition - Couverture souple

Jobber, David

Couverture souple

ISBN 10 : 0273695797 ISBN 13 : 9780273695790

Editeur : Pearson Education Limited, 2005

Synopsis

Selling and Sales Management 7th Edition, is a long standing classic book, which has been revised and updated to take into account recent developments in the theory and practice of selling. As well as covering all important elements of the marketing mix, it places emphasis on international aspects of selling and sales management. Ideal for students on sales management, marketing and business studies courses as well as field sales people and sales managers. The book is also essential reading for those taking professional qualifications at the CAM, the Instituteof Salesand Marketing Management and LCCI.

A propos du livre

À propos de l?auteur

About the AuthorsList of FiguresList of TablesPrefaceAcknowledgements Part One: Sales Perspective1. Development and Role of Selling in Marketing2. Sales StrategiesPart Two: Sales Environment3. Consumer and Organisational Buyer Behaviour4. Sales Settings5. International Selling6. Law and Ethical IssuesPart Three: Sales Techniques7. Sales Responsibilities and Preparation8. Personal Selling Skills9. Key Account Management10. Relationship Selling11. Direct Marketing12. Internet and IT Applications in Selling and Sales ManagementPart Four: Sales Management13. Recruitment and Selection14. Motivation and Training15. Organisation and CompensationPart Five: Sales Control16. Sales Forecasting and Budgeting17. Salesforce Evaluation Appendix: Examination TechniqueFurther ReadingIndex

Détails de l'édition

• Éditeur: Pearson Education Limited
• Date d'édition: 2005
• Langue: anglais
• ISBN 10: 0273695797
• ISBN 13: 9780273695790
• Reliure: Broché
• Nombre de pages: 552
• Coordonnées du fabricant: non disponible
• Personne responsable: Riccardo Bacigalupo; riccardo.bacigalupo@sanoma.it; ; Sanoma Italia Via Arconati, 1 �; Milano; 20135; Italie