Selling and Sales Management de David Jobber

Selling and Sales Management

Autor David Jobber, Geoffrey Lancaster, Kenneth Le Meunier-Fitzhugh

en Limba Engleză Paperback – 18 apr 2019

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Specificații

ISBN-13: 9781292205021
ISBN-10: 1292205024
Pagini: 496
Dimensiuni: 187 x 246 x 30 mm
Greutate: 0.95 kg
Ediția:11 ed
Editura: Pearson Education

Cuprins

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
4 Consumer and organisational buyer behaviour
5 Sales contexts and customer management
6 International selling
Part Three Sales practice
7 Sales responsibilities and preparation
8 Personal selling skills
9 Key account management
10 Relationship selling
11 Multi-channel selling
Part Four 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
Index