Selling and sales management / David Jobber and Geoff Lancaster.

Part 1 sales perspective -- Development and role of selling in marketing -- Sales strategies -- Part 2 sales environment -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and issues -- Part 3 sales technique -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Part 4 sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Part 5 sales control -- Sales forecasting and budgeting -- Salesforce evaluation -- Appendix: Case studies and discussion questions -- Index.

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.

This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment.

This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.