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Selling and Sales Management By David Jobber, Geoffrey Lancaster
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- Book Title
- Selling and Sales Management By David Jobber, Geoffrey Lancaster
- UPC
- 9780273674153
- ISBN
- 9780273674153
- EAN
- 9780273674153
- Type
- Textbook
- Format
- Paperback
- Language
- English
- Publisher
- Pearson Higher Education, Ft Prentice Hall
- Subject
- Business, Accounting & Vocational: Textbooks & Study Guides
關於產品
Product Information
This best-selling textbook, Selling and Sales Management, w 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 Techlogy 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.
Product Identifiers
Publisher
Pearson Higher Education, Ft Prentice Hall
ISBN-10
0273674153
ISBN-13
9780273674153
eBay Product ID (ePID)
107938569
Product Key Features
Format
Paperback
Language
English
Subject
Business, Accounting & Vocational: Textbooks & Study Guides
Type
Textbook
Additional Product Features
Place of Publication
London
Content Note
Illustrations, Bibliography, Index
Out-Of-Print Date
22/11/2005
Date of Publication
14/01/2003
Edition Statement
6th Revised Edition
Country of Publication
United Kingdom
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增值稅識別編號：
- GB 724498118
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