Selling and Sales Management, 12th edition

Published by Pearson (August 27, 2024) © 2024

  • Geoffrey Lancaster University of North London and Durham Associated Ltd
  • Kenneth Le Meunier-Fitzhugh University of East Anglia
  • David Jobber University of Bradford

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Title overview

Learn about sales management theories and practical implications with the Pearson eTextbook.

Selling and Sales Management, 12th Edition, by Jobber, Lancaster and Le Meunier-FitzHugh provides an integrated approach to managing sales and customer relations in a complex, volatile and global marketplace.

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Table of contents

List of figures

List of tables

About the authors

Preface

Acknowledgements

Part One: Sales perspective

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

Part Two: Sales environment

  1. Consumer and organisational buyer behaviour
  2. Sales contexts
  3. International selling

Part Three: Sales practice

  1. Sales responsibilities and preparation
  2. Personal selling skills
  3. Relationship selling
  4. Key account management
  5. Selling through technology

Part Four: Sales management

  1. Sales management and CRM systems
  2. Structuring the sales force and rewards
  3. Recruitment and selection
  4. Motivation and training
  5. Sales forecasting and budgeting
  6. Sales force evaluation

Appendix: Case studies and discussion questions

Index

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