Selling & Sales Management

David Jobber · Geoffrey A. Lancaster

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Marketing and Advertising Strategies Customer Service Quality and Loyalty Employee Performance and Motivation

Abstract

List of illustrations List of tables Foreword Preface Part I: Sales Perspective 1. Development and role of selling in marketing 2. Consumer and organisational buyer behaviour 3. Sales strategies Part II: Sales Technique 4. Sales responsibilities and preparation 5. Personal selling skills 6. Selling to and managing major accounts 7. Relationship selling Part III: Sales Environment 8. Direct marketing and IT applications in sales 9. Sales settings 10. International selling 11. Law and ethnical issues Part IV: Sales Management 12. Recruitment and selection 13. Motivation and training 14. Organisation and compensation Part V: Sales Control 15. Sales forecasting 16. Budgeting and evaluation Appendix Bibliographical references Further reading Index

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1994Quo Vadis, marketing? Toward a relationship marketing paradigm

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1997Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance 1993The Relationship Between Psychological Climate And Salesperson-Sales Manager Trust in Sales Organizations 1998The Quality of Salesperson-Manager Relationship: The Effect of Latitude, Loyalty and Competence 1999Influence of Personal Characteristics on Salespeople's Coping Style 2000An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods 2002Strategic Collaborative Communication by Key Account Representatives 2001The Strategic Role of the Salesperson in Reducing Customer Defection in Business Relationships 2013Effective Major Account Sales Management

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