Selling and Sales Management

by Geoffrey Lancaster, David Jobber

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. 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.

Genres: Business

544 pages, Paperback

First published April 28, 1994

Reviews

[Timur Oruç · Rating 5 out of 5]

Satış ve satış yönetimi konusunda ülkemizde ki yazılı kaynaklar oldukça yetersiz. Satış sürecinin en başından sonuna kadar basarili bir şekilde ele alıp işledikleri için yazarlara teşekkür ederim. Bölüm sonunda ki uygulama ve pratikler oldukça faydalı olacaktır. Satış alaninda olup kendini geliştirmek isteyenlere tavsiye ederim.

[Andrei-Catalin · Rating 4 out of 5]

Easy to enjoy as it comes with real life examples. High amount of theory yet this the book to read when already made your mind to build a career in sales and sales management.