Selling and Sales Management

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.

Dont forget to visit www.pearsoned.co.uk/jobber for additional learning resources.

(Pearson)

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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 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 Four Sales management

13                Recruitment and selection
14                Motivation and training
15                Organisation and control
16                Sales forecasting and budgeting
17                Salesforce evaluation

(Pearson)