Selling and Sales Management - Brossura

Jobber, David; Lancaster, Geoff

Brossura

ISBN 10: 0273642103 ISBN 13: 9780273642107

Casa editrice: Ft Pr, 2000

Riassunto

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

Su questo libro

Informazioni sull?autore

David Jobber is Professor of Marketing at Bradford University.

Dettagli dell?edizione

• Editore: Ft Pr
• Data di pubblicazione: 2000
• Lingua: Inglese
• ISBN 10: 0273642103
• ISBN 13: 9780273642107
• Rilegatura: Copertina flessibile
• Numero di pagine: 472
• Contatto del produttore: non disponibile