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Selling and sales management / David Jobber, Geoff Lancaster, Kenneth Le Meunier-FitzHugh

Main Author Jobber, David, 1947- Coauthor Lancaster, Geoffrey
Le Meunier-FitzHugh, Kenneth Edition 11th ed. Publication Harlow : Pearson, 2019 Description xxiv, 470 p. : il. ; 25 cm ISBN 9781292205021 Topical name Vendas - Gestão CDU 658.81
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Item type Current location Call number Status Date due Barcode Item holds
Book Biblioteca Universidade Europeia (QBN)
658.81 JOB/LAN Available 9973
Total holds: 0

Table of contents

Part I - Sales perspective

1. The role of selling
2. The marketing concept
3. Sales and marketing planning

Part II - Sales environment

4. Consumer and organisational buyer behaviour
5. Sales contexts and customer management
6. International selling

Part III - Sales practice

7. Sales responsibilities and preparation
8. Personal selling skills
9. Key account management
10. Relationship selling
11. Multi-channel selling

Part IV - Sales management

12. Sales management and technology
13. Recruitment and selection
14. Motivation and training
15. Structuring the sales force and rewards
16. Sales forecasting and budgeting
17. Sales force evaluation

Appendix: Case studies and discussion questions

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