Selling and Sales Management

Häftad, Engelska, 2024

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Beskrivning

The definitive text that connects sales theory to the practical implications of selling in today's world

Selling and Sales Management, 12th Edition, by Jobber, Lancaster and Le Meunier-FitzHugh provides an integrated and strategic approach to managing sales and customer relations in a complex, volatile and global marketplace. Fully updated with the latest case studies and practical exercises, the new edition covers leading research into the use of technology to enhance the selling process, as well as the recent thinking in customer relationship management and the interactions between sales and marketing functions.

The text is well grounded for undergraduate and postgraduate students in business management or marketing degrees, as well those studying MBA or sales professionals in the field.

The new edition offers:

Expanded coverage of the management of sales channels
Updated content on the role of social media and artificial intelligence in selling
A fully revised chapter on sales management
Increased coverage of strategic selling and partnering
Discussion on the interactions between sales and marketing functions
Extended discussion on customer management
New and updated practical illustrations, examples and cases

About the authors:

David Jobber is Emeritus Professor of Marketing at University of Bradford and has served on the editorial boards of numerous marketing and sales management journals. He was appointed as Special Advisor to the Research Assessment Exercise panel and has also received the Academy of Marketing Life Achievement award for distinguished services to marketing.

Geoff Lancaster is Dean of Academic Studies at the London School of Commerce. He was formerly Senior Examiner and Academic Adviser to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

Kenneth Le Meunier-FitzHugh is a Visiting Fellow at IMD (Switzerland), Warwick University and EIPM. He has taught at several universities in the UK including the LSE, St Andrews, Cranfield and UEA. He has also held senior sales and marketing roles in the past for several organisations, including Yamaha and HSBC.

Produktinformation

Utgivningsdatum:2024-11-20
Mått:185 x 240 x 15 mm
Vikt:817 g
Format:Häftad
Språk:Engelska
Antal sidor:488
Upplaga:12
Förlag:Pearson Education
ISBN:9781292731407

Utforska kategorier

Försäljning och marknadsföring inom Ekonomi och Ledarskap

Mer om författaren

David Jobber is Emeritus Professor of Marketing at University of Bradford and has served on the editorial boards of numerous marketing and sales management journals. He was appointed as Special Advisor to the Research Assessment Exercise panel and has also received the Academy of Marketing Life Achievement award for distinguished services to marketing.Geoff Lancaster is Dean of Academic Studies at the London School of Commerce. He was formerly Senior Examiner and Academic Adviser to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.Kenneth Le Meunier-FitzHugh is a Visiting Fellow at Warwick University, IMD (Switzerland) and EIPM. He has taught at several universities in the UK including the LSE, St Andrews, Cranfield and UEA. He has also held senior sales and marketing roles in the past for several organisations, including Yamaha and EMI Music.

Innehållsförteckning

1 The role of selling2 The marketing concept3 Sales and marketing planning4 Consumer and organisational buyer behaviour5 Sales contexts6 International selling7 Sales responsibilities and preparation8 Personal selling skills9 Relationship selling10 Key account management11 Selling through technology12 Sales management and CRM systems13 Structuring the sales force and rewards14 Recruitment and selection15 Motivation and training16 Sales forecasting and budgeting17 Sales force evaluation