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Selling and Sales Management (7th Edition) By David Jobber, Geof
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Numero oggetto eBay:333036104518
Specifiche dell'oggetto
- Condizione
- Title
- Selling and Sales Management (7th Edition)
- ISBN
- 9780273695790
Informazioni su questo prodotto
Product Information
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. chapters throughout this 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; and 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, this 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 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.
Product Identifiers
Publisher
Prentice Hall PTR
ISBN-10
0273695797
ISBN-13
9780273695790
eBay Product ID (ePID)
48639729
Product Key Features
Number of Pages
552 Pages
Publication Name
Selling and Sales Management
Language
English
Subject
Sales & Selling / Management, Sales & Selling / General
Publication Year
2006
Features
Revised
Type
Textbook
Subject Area
Business & Economics
Format
Trade Paperback
Dimensions
Item Height
1.2 in
Item Weight
36.9 Oz
Item Length
9.7 in
Item Width
7.4 in
Additional Product Features
Edition Number
7
LCCN
2005-052685
Dewey Edition
23
Target Audience
College Audience
Illustrated
Yes
Dewey Decimal
658.8/1
Edition Description
Revised Edition
Lc Classification Number
Hf5438.25.J63 2005
Table of Content
About the Authors List of Figures List of Tables Preface Acknowledgements 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 Ethical Issues Part Three: Sales Techniques 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: Examination Technique Further Reading Index
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Partita IVA: GB 724498118
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- c***c (226)- Feedback lasciato dall'acquirente.Ultimi 6 mesiAcquisto verificatoMy book arrived in good condition. Packaging was a rigid cardboard mailer, and it protected my book well. It was shipped in a reasonable amount of time, but I was still prompted to reach out to inquire further about it. Seller communication was very good, answering me within 24-hours. I was told shipping can take 9-15 days to happen... it arrived within 10 days after purchase. I would purchase from this seller again. Two thumbs up!Dune (S.F. Masterworks).by Herbert New 9780575081505 Fast Free Shipping*# (N° 334135541127)
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Feedback sul venditore (546.521)
- f***f (1605)- Feedback lasciato dall'acquirente.Ultimi 6 mesiAcquisto verificatoExcellent Seller, Goes the Extra Mile. The Seller Was Incredibly Communicative. Smooth Transaction, Shipped Very Quickly, As Advertised; Good Price; Well Packaged & Delivered Within a Few Days. Item in Described Promised Condition, Thank You Very Much!!!!!!!!!!! A+
- a***h (70)- Feedback lasciato dall'acquirente.Ultimi 6 mesiAcquisto verificatoBook arrived as described, packed inside a cardboard envelope which I like because it protects the corners from damage in transit. Great price and arrived ahead of the estimated delivery date. I value book sellers who package this way to ensure the books arrive safely, will bookmark you guys for future book purchases.
- c***c (226)- Feedback lasciato dall'acquirente.Ultimi 6 mesiAcquisto verificatoMy book arrived in good condition. Packaging was a rigid cardboard mailer, and it protected my book well. It was shipped in a reasonable amount of time, but I was still prompted to reach out to inquire further about it. Seller communication was very good, answering me within 24-hours. I was told shipping can take 9-15 days to happen... it arrived within 10 days after purchase. I would purchase from this seller again. Two thumbs up!Dune (S.F. Masterworks).by Herbert New 9780575081505 Fast Free Shipping*# (N° 334135541127)