Selling And Sales Management 10th Edn Pdf Ebook

Author : David Jobber,Geoffrey Lancaster
Publisher : Pearson Higher Ed
Page : 545 pages
File Size : 45,7 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 : David Jobber,Geoffrey Lancaster
Publisher : Unknown
Page : 0 pages
File Size : 44,5 Mb
Release : 2015
Category : Sales management
ISBN : 1292078006

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Selling and Sales Management 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 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. New to this edition New case studies and practical exercises. Fully updated coverage of strategic selling and partnering. Expanded coverage of ethical issues. Enhanced discussion of the role of social media in selling. Expanded coverage of the management of sales channels. Increased number of examination questions at the end of each chapter. About the authors David Jobber is Emeritus Professor of Marketing at Bradford University and has served on the editorial boards of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK. David has also received the Academy of Marketing Life Achievement award for extraordinary and distinguished services to marketing. Geoff Lancaster is Dean of Academic Studies at the London School of Commerce and was formerly Chairman of Durham Associates Group Ltd, which he guided to obtaining the Queen's Award for Exporting. He was formerly Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management. His Professorship is a lifetime award for research and publishing in the area marketing.

Author : David Jobber
Publisher : Pearson Education India
Page : 552 pages
File Size : 52,6 Mb
Release : 2008-09
Category : Sales management
ISBN : 8131725863

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Selling and Sales Management by David Jobber Pdf

Author : William L. Cron,Thomas E. Decarlo
Publisher : Unknown
Page : 468 pages
File Size : 50,5 Mb
Release : 2010-06-01
Category : Management
ISBN : 8126526386

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SALES MANAGEMENT: CONCEPTS AND CASES, 10TH ED by William L. Cron,Thomas E. Decarlo Pdf

Market_Desc: Sales Managers Special Features: · Offers streamlined coverage for easier readability and retention· Includes numerous new and updated cases· Updates the majority of case studies at the beginning of each chapter· Presents new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities· Incorporates the latest findings in sales force management research About The Book: Dalrymple's Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they'll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material empowers sales managers to build a sales force, manage strategic relationships, and motivate the sales team.

Author : William L. Cron,Thomas E. DeCarlo
Publisher : Wiley Global Education
Page : 528 pages
File Size : 55,7 Mb
Release : 2015-02-12
Category : Business & Economics
ISBN : 9781119110873

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Dalrymple's Sales Management by William L. Cron,Thomas E. DeCarlo Pdf

Easily accessible, real-world and practical, Dalrymple's Sales Management 10e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engaging style, this book places emphasis on developing a sales force program and managing strategic account relationships. With additional information on team development, diversity in the work force, problem-solving skills, and financial issues, this title provides a complete guide for taking student past the classroom and into a future career in sales management.

Author : Lisa Spiller
Publisher : SAGE
Page : 423 pages
File Size : 45,6 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 : 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 : 52,7 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 : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 49,7 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Author : Graham Yemm
Publisher : Pearson UK
Page : 251 pages
File Size : 45,5 Mb
Release : 2013-09-06
Category : Business & Economics
ISBN : 9780273792925

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The Sales Book PDF eBook by Graham Yemm Pdf

Author : Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin
Publisher : John Wiley & Sons
Page : 544 pages
File Size : 46,5 Mb
Release : 2020-09-16
Category : Business & Economics
ISBN : 9781119702832

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Sales Force Management by Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin Pdf

The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.

Author : Gerald L. Manning,Barry L. Reece,Geoffrey Lancaster,David Jobber
Publisher : Unknown
Page : 0 pages
File Size : 46,9 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 : M. C. Cant,C. H. van Heerden
Publisher : Juta and Company Ltd
Page : 292 pages
File Size : 48,9 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 : Frank V. Cespedes
Publisher : Harvard Business Press
Page : 249 pages
File Size : 41,5 Mb
Release : 2021-02-23
Category : Business & Economics
ISBN : 9781633698772

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Sales Management That Works by Frank V. Cespedes Pdf

Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.

Author : Thomas N Ingram,Raymond W. LaForge,Charles H. Schwepker,Michael R Williams
Publisher : Routledge
Page : 660 pages
File Size : 40,8 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 : Charles Futrell
Publisher : Unknown
Page : 824 pages
File Size : 54,8 Mb
Release : 1988
Category : Business & Economics
ISBN : IND:30000007503117

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Sales Management by Charles Futrell Pdf