Selling & Sales Management

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9780273674153: Selling & Sales Management

This best-selling textbook, Selling and Sales Management, now in its sixth edition, has been revised and updated to take account of recent developments in the theory and practice of selling. 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, training, motivation and organisation; and sales control - budgets, salesforce evaluation and sales forecasting. The book is ideal for all students on sales management, marketing and business studies courses as well as field salespeople and sales managers. The book is 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. This edition continues to place emphasis on the international aspects of selling and sales management to reflect the importance of international markets to companies.Updates to the book include: *A new chapter on Internet and Information Technology Applications in Sales, which includes a section on Customer Relationship Management. *A chapter devoted to Direct Marketing.*Many new and updated case studies.*An expansion of the "Selling and Sales Management in Action" case histories.*An expansion on Ethics in Sales. *A new section on Leadership within the Motivation and Training chapter.*Coverage of selling as a career. David Jobber is Professor of Marketing at Bradford University as well as being on the editorial board of a number of selling and sales management journals. Geoff Lancaster is Professor of Marketing at London Metropolitan University, and Chairman of Durham Associates Ltd. He is also Chief Examiner of the Institute of Sales and Marketing Management.

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1.

David Jobber; Geoff Lancaster
Editore: Financial Times Management (2003)
ISBN 10: 0273674153 ISBN 13: 9780273674153
Nuovi Paperback Quantità: 1
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Irish Booksellers
(Rumford, ME, U.S.A.)
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Descrizione libro Financial Times Management, 2003. Paperback. Condizione libro: New. book. Codice libro della libreria M0273674153

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2.

David Jobber Geoff Lancaster
Editore: Prentice Hall (2003)
ISBN 10: 0273674153 ISBN 13: 9780273674153
Nuovi Softcover Quantità: 4
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unifachbuch
(Köln, NRW, Germania)
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Descrizione libro Prentice Hall, 2003. Softcover. Condizione libro: Neu. Neu Schnelle Lieferung, Kartonverpackung. Abzugsfähige Rechnung. Bei Mehrfachbestellung werden die Versandkosten anteilig erstattet. - This best-selling textbook, Selling and Sales Management, now in its sixth edition, has been revised and updated to take account of recent developments in the theory and practice of selling. 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, training, motivation and organisation; and sales control - budgets, salesforce evaluation and sales forecasting. The book is ideal for all students on sales management, marketing and business studies courses as well as field salespeople and sales managers. The book is 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. This edition continues to place emphasis on the international aspects of selling and sales management to reflect the importance of international markets to companies. 476 pp. Englisch. Codice libro della libreria INF1000006307

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Spese di spedizione: EUR 25,50
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