Selling and Sales Management

David Jobber, Geoff Lancaster

ISBN 10: 0273762656 / ISBN 13: 9780273762652

Editore: Pearson, 2012

: Este libro es una guía completa sobre la práctica de la venta y la gestión de ventas. Cubre temas como los canales de venta, la contratación y la formación, y el control de ventas. Esta edición pone especial énfasis en los aspectos internacionales de la venta y la gestión de ventas, y también cubre todos los elementos importantes del marketing mix. Los temas tratados incluyen las aplicaciones tecnológicas de la venta y la gestión de ventas, la ética de la venta y la gestión de ventas, una mirada al ciclo de ventas, el canvassing en frío y la venta de sistemas, y una cobertura exhaustiva de la venta B2B y B2C. EAN: 9780273762652 Tipo: Libros Categoría: Negocios y Economía Título: Selling and Sales Management Autor: David Jobber| Geoff Lancaster Editorial: Pearson Education Limited Idioma: en Páginas: 592 Formato: tapa blanda. Codice articolo Happ-2024-08-02-4d4cd952

Riassunto:

Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

This 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.

This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix.  Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.

Informazioni sull'autore:

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.

 

Dati bibliografici

Titolo: Selling and Sales Management
Casa editrice: Pearson
Data di pubblicazione: 2012
Legatura: Brossura
Condizione: Como nuevo