Selling and Sales Management

David Jobber is Professor of Marketing at Bradford University and serves on the editorial board 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 Jobber 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 London School of Commerce and Chairman of Durham Associates Group Ltd. He was formerly Research Professor of Marketing at London Metropolitan University, Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

Part One: Sales Perspective

1 Development and role of selling in marketing
2 Sales strategies



Part Two: Sales Environment

3 Consumer and organisational buyer behaviour
4 Sales settings
5 International selling
6 Law and issues



Part Three: Sales Technique

7 Sales responsibilities and preparation
8 Personal selling skills
9 Key account management
10 Relationship selling
11 Direct marketing
12 Internet and IT applications in selling and sales management



Part Four: Sales management

13 Recruitment and selection
14 Motivation and training
15 Organisation and compensation



Part Five: Sales Control

16 Sales forecasting and budgeting
17 Salesforce evaluation