Selling & Sales Management
- ISBN-10
- 0273642103
- ISBN-13
- 9780273642107
- Category
- Forbrugeradfærd
- Pages
- 453
- Language
- English
- Published
- 2000-01-01
- Publisher
- Financial Times/Prentice Hall
- Authors
- David Jobber, Geoffrey Lancaster
Description
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
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