Selling & Sales Management

This best-selling textbook, now in its fifth edition, has been thoroughly revised and updated to take account of recent developments in the theory and practice of selling.Updates to the book include:*a new chapter covering Direct Marketing and Information Technology Applications in Sales, including explanations for the growth in direct marketing activity, database marketing, managing a direct marketing campaign, ethical issues in direct marketing, account management, sales management, telemarketing and retailing.*'Selling and Sales Management in Action' vignettes to show how sales theory works in practice*increased coverage of important areas such as training sales managers, franchising and services*many new practical exercises at the end of chapters and a new extended case, covering Allwarm Knitting, in the final chapter Selling and Sales Management is logically structured in five parts covering the sales perspective - the role of selling within the wider context of marketing; the sales techniques - the practice of selling; the sales environment - sales channels; sales management - recruitment and training; and sales control - budgets, business planning and sales forecasting.;The book is ideal for all students on sales management, marketing and business studies courses as well as field salespeople and sales managers.The book is essential reading for students taking the CIM Certificate in Selling, the Advanced Certificate in Sales Management, and those taking professional studies examinations for CAM, the Institute of Sales and Marketing Management and LCCI.David Jobber is Professor of Marketing at Bradford University as well as being on the editorial board of a number of selling journals.Geoff Lancaster is Chairman of Durham Associates Ltd. He is also a Senior Lecturer at Macquarie University, Sydney and Chief Examiner at the Institute of Sales and Marketing Management.