Personal Selling And Sales Management

Author : David Jobber,Geoffrey Lancaster,Kenneth Le Meunier-FitzHugh
Publisher : Pearson UK
Page : 703 pages
File Size : 42,5 Mb
Release : 2019
Category : Electronic books
ISBN : 9781292205076

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Selling and Sales Management by David Jobber,Geoffrey Lancaster,Kenneth Le Meunier-FitzHugh Pdf

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. It also 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.

Author : David Jobber
Publisher : Pearson Education India
Page : 552 pages
File Size : 45,8 Mb
Release : 2008-09
Category : Sales management
ISBN : 8131725863

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Selling and Sales Management by David Jobber Pdf

Author : Charles Futrell
Publisher : McGraw-Hill Professional Publishing
Page : 536 pages
File Size : 40,7 Mb
Release : 1992
Category : Sales management
ISBN : IND:30000022636462

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Personal Selling by Charles Futrell Pdf

For over 250,000 professionals employed in sales and sales management, the win-win approach is the path to a successful career. Author Charles Futrell provides a complete, self-contained personal selling and sales management program to show readers how to close the sale and keep clients satisfied.

Author : Gerald L. Manning,Barry L. Reece,Geoffrey Lancaster,David Jobber
Publisher : Unknown
Page : 0 pages
File Size : 41,7 Mb
Release : 2006
Category : Sales management
ISBN : 0733978657

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Personal Selling and Sales Management by Gerald L. Manning,Barry L. Reece,Geoffrey Lancaster,David Jobber Pdf

A compilation of works for the Personal Selling and Sales Management Course at the University of South Australia. It is compiled from Selling Today: Creating Customer Value and Selling and Sales Management.

Author : Thomas N Ingram,Raymond W. LaForge,Charles H. Schwepker,Michael R Williams
Publisher : Routledge
Page : 660 pages
File Size : 52,6 Mb
Release : 2015-03-26
Category : Business & Economics
ISBN : 9781317460275

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Sales Management by Thomas N Ingram,Raymond W. LaForge,Charles H. Schwepker,Michael R Williams Pdf

Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and identifies the skill sets needed for the 21st century.

Author : David Jobber,Geoffrey Lancaster
Publisher : Pearson Higher Ed
Page : 545 pages
File Size : 50,5 Mb
Release : 2015-03-31
Category : Business & Economics
ISBN : 9781292078038

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Selling and Sales Management 10th edn PDF eBook by David Jobber,Geoffrey Lancaster Pdf

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 edition comes 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. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Author : M. C. Cant,C. H. van Heerden
Publisher : Juta and Company Ltd
Page : 292 pages
File Size : 47,9 Mb
Release : 2005-09
Category : Business & Economics
ISBN : 0702166367

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Personal Selling by M. C. Cant,C. H. van Heerden Pdf

Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.

Author : Lisa Spiller
Publisher : Sage Publications Limited
Page : 552 pages
File Size : 44,5 Mb
Release : 2021-11-13
Category : Electronic
ISBN : 1529712580

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Selling and Sales Management by Lisa Spiller Pdf

A step-by-step "how-to" guide to selling in the contemporary world with a focus on storytelling to enhance relationship building and help drive sales; alongside skills development for sales management and today's role for sales data analytics.

Author : Lisa Spiller
Publisher : SAGE
Page : 423 pages
File Size : 40,6 Mb
Release : 2021-09-01
Category : Business & Economics
ISBN : 9781529765014

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Selling & Sales Management by Lisa Spiller Pdf

Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels.

Author : William J. Stanton,Rosann L. Spiro
Publisher : McGraw-Hill/Irwin
Page : 664 pages
File Size : 49,9 Mb
Release : 1999
Category : Business & Economics
ISBN : PSU:000043292240

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Management of a Sales Force by William J. Stanton,Rosann L. Spiro Pdf

Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.

Author : C.L. Tyagi,Arun Kumar
Publisher : Atlantic Publishers & Dist
Page : 440 pages
File Size : 48,8 Mb
Release : 2004
Category : Electronic
ISBN : 8126903112

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Sales Management by C.L. Tyagi,Arun Kumar Pdf

The Textbook Is Primarily Written For Students Pursuing Sales Management As A Main Or As An Optional Paper In Marketing Course. The Book Covers Syllabus Of B.B.A., M.B.A. And P.G.D.B.M. Marketing Executives And Advertising Managers Can Also Appraise Themselves Of The Subject.The Book Has Been Written In An Easy Language And A Lucid Style. Latest Models And Theories Are Very Well Explained With Practical Examples. Questions Set In The Universities Are Given At The End Of Each Chapter. Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand Book Valuable.The Main Topics Covered In The Book Include :Introduction; Salesmanship And Themes Of Selling; Sales Promotion; Marketing Management; Physical Distribution; Salesmen-Recruitment; Personal Selling; Wholesaling; Retailing; Cooperative Selling; The Sales Organisation; Marketing Strategy In Personal-Selling; Sales And Other Departments; The Sales Manager; The Sales Force Management; Training In Sales; Remuneration Of Sales Personnel; Motivation By Sales Management; Sales Field, Territories, Quotas And Salesman S Report; Marketing Policies; Market Measurement, Sales Forecasting And Sales Budget; Psychology Of Sales; Techniques Of Selling; Sales Talks; Sales Records.

Author : Mark W. Johnston,Greg W. Marshall
Publisher : Irwin/McGraw-Hill
Page : 488 pages
File Size : 52,8 Mb
Release : 2005
Category : Business & Economics
ISBN : PSU:000056763836

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Relationship Selling and Sales Management by Mark W. Johnston,Greg W. Marshall Pdf

Author : Douglas J. Dalrymple,William L. Cron,Thomas E. DeCarlo
Publisher : Pfeiffer
Page : 634 pages
File Size : 54,9 Mb
Release : 2004
Category : Business & Economics
ISBN : CORNELL:31924090226089

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Sales Management by Douglas J. Dalrymple,William L. Cron,Thomas E. DeCarlo Pdf

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Author : Thomas N. Ingram,Raymond W. LaForge,Ramon A. Avila,Charles H. Schwepker (Jr.),Michael R. Williams (Professor of marketing)
Publisher : M.E. Sharpe
Page : 426 pages
File Size : 54,5 Mb
Release : 2021
Category : Sales management
ISBN : 9780765628701

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Sales Management by Thomas N. Ingram,Raymond W. LaForge,Ramon A. Avila,Charles H. Schwepker (Jr.),Michael R. Williams (Professor of marketing) Pdf

Author : Lawrence J. Gitman,Carl Mcdaniel,Amit Shah
Publisher : Unknown
Page : 0 pages
File Size : 40,6 Mb
Release : 2023-05-19
Category : Electronic
ISBN : 1998109313

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Introduction to Business by Lawrence J. Gitman,Carl Mcdaniel,Amit Shah Pdf