David Jobber,
Geoffrey Lancaster,
Kenneth Le Meunier-Fitzhugh
e.a.
Selling and Sales Management
Paperback Engels 2024 12e druk 9781292731407Op voorraad | Vandaag voor 21:00 besteld, morgen in huis
Samenvatting
Guide your students through sales theory to the practical implications of selling with the support of the ideal text.
Selling and Sales Management, 12th Edition, by Jobber, Lancaster and Le Meunier-FitzHugh provides an integrated and strategic approach to managing sales and customer relations in a complex, volatile and global marketplace.
Fully updated with the latest case studies, practical exercises and examples, the new edition covers leading research into the use of technology, social media and artificial intelligence to enhance the selling process.
Specificaties
ISBN13:9781292731407
Trefwoorden:salesmanagement
Taal:Engels
Bindwijze:paperback
Aantal pagina's:466
Uitgever:Pearson Education
Druk:12
Verschijningsdatum:3-9-2024
Hoofdrubriek:Reclame en verkoop
ISSN:
Lezersrecensies
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Inhoudsopgave
List of figures
List of tables
About the authors
Preface
Acknowledgements
Part One: Sales perspective
The role of selling
The marketing concept
Sales and marketing planning
Part Two: Sales environment
Consumer and organisational buyer behaviour
Sales contexts
International selling
Part Three: Sales practice
Sales responsibilities and preparation
Personal selling skills
Relationship selling
Key account management
Selling through technology
Part Four: Sales management
Sales management and CRM systems
Structuring the sales force and rewards
Recruitment and selection
Motivation and training
Sales forecasting and budgeting
Sales force evaluation
Appendix: Case studies and discussion questions
Index
List of tables
About the authors
Preface
Acknowledgements
Part One: Sales perspective
The role of selling
The marketing concept
Sales and marketing planning
Part Two: Sales environment
Consumer and organisational buyer behaviour
Sales contexts
International selling
Part Three: Sales practice
Sales responsibilities and preparation
Personal selling skills
Relationship selling
Key account management
Selling through technology
Part Four: Sales management
Sales management and CRM systems
Structuring the sales force and rewards
Recruitment and selection
Motivation and training
Sales forecasting and budgeting
Sales force evaluation
Appendix: Case studies and discussion questions
Index
Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan
