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 isDean of Academic Studies at London School of Commerce and Chairman ofDurham AssociatesGroup Ltd. He was formerlyResearch 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. "

List of figures
List of tables
About the authors
Preface
Acknowledgements
Part One Sales perspective
1 The role of selling
2 The marketing concept
3 Sales and marketing planning
Part Two Sales environment
4 Consumer and organisational buyer behaviour
5 Sales contexts and customer management
6 International selling
Part Three Sales practice
7 Sales responsibilities and preparation
8 Personal selling skills
9 Key account management
10 Relationship selling
11 Multi-channel selling
Part Four Sales management
12 Sales management and technology
13 Recruitment and selection
14 Motivation and training
15 Structuring the sales force and rewards
16 Sales forecasting and budgeting
17 Sales force evaluation
Appendix: Case studies and discussion questions
Index