The definitive text that connects sales theory to the practical implications of selling in today's world 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 and practical exercises, the new edition covers leading research into the use of technology to enhance the selling process, as well as the recent thinking in customer relationship management and the interactions between sales and marketing functions. The text is well grounded for undergraduate and postgraduate students in business management or marketing degrees, as well those studying MBA or sales professionals in the field. The new edition offers: Expanded coverage of the management of sales channels Updated content on the role of social media and artificial intelligence in selling A fully revised chapter on sales management Increased coverage of strategic selling and partnering Discussion on the interactions between sales and marketing functions Extended discussion on customer management New and updated practical illustrations, examples and cases About the authors: David Jobber is Emeritus Professor of Marketing at University of Bradford and has served on the editorial boards of numerous marketing and sales management journals. He was appointed as Special Advisor to the Research Assessment Exercise panel and has also received the Academy of Marketing Life Achievement award for distinguished services to marketing. Geoff Lancaster is Dean of Academic Studies at the London School of Commerce. He was formerly Senior Examiner and Academic Adviser to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management. Kenneth Le Meunier-FitzHugh is a Visiting Fellow at IMD (Switzerland), Warwick University and EIPM. He has taught at several universities in the UK including the LSE, St Andrews, Cranfield and UEA. He has also held senior sales and marketing roles in the past for several organisations, including Yamaha and HSBC.
The definitive text that connects sales theory to the practical implications of selling in today's world 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 and practical exercises, the new edition covers leading research into the use of technology to enhance the selling process, as well as the recent thinking in customer relationship management and the interactions between sales and marketing functions. The text is well grounded for undergraduate and postgraduate students in business management or marketing degrees, as well those studying MBA or sales professionals in the field. The new edition offers: Expanded coverage of the management of sales channels Updated content on the role of social media and artificial intelligence in selling A fully revised chapter on sales management Increased coverage of strategic selling and partnering Discussion on the interactions between sales and marketing functions Extended discussion on customer management New and updated practical illustrations, examples and cases About the authors: David Jobber is Emeritus Professor of Marketing at University of Bradford and has served on the editorial boards of numerous marketing and sales management journals. He was appointed as Special Advisor to the Research Assessment Exercise panel and has also received the Academy of Marketing Life Achievement award for distinguished services to marketing. Geoff Lancaster is Dean of Academic Studies at the London School of Commerce. He was formerly Senior Examiner and Academic Adviser to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management. Kenneth Le Meunier-FitzHugh is a Visiting Fellow at IMD (Switzerland), Warwick University and EIPM. He has taught at several universities in the UK including the LSE, St Andrews, Cranfield and UEA. He has also held senior sales and marketing roles in the past for several organisations, including Yamaha and HSBC.
Über den Autor
David Jobber is Emeritus Professor of Marketing at University of Bradford and has served on the editorial boards of numerous marketing and sales management journals. He was appointed as Special Advisor to the Research Assessment Exercise panel and has also received the Academy of Marketing Life Achievement award for distinguished services to marketing. Geoff Lancaster is Dean of Academic Studies at the London School of Commerce. He was formerly Senior Examiner and Academic Adviser to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management. Kenneth Le Meunier-FitzHugh is a Visiting Fellow at Warwick University, IMD (Switzerland) and EIPM. He has taught at several universities in the UK including the LSE, St Andrews, Cranfield and UEA. He has also held senior sales and marketing roles in the past for several organisations, including Yamaha and EMI Music.
Inhaltsverzeichnis
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
