Reviews about Selling and Sales Management

This best seller business book, Selling and Sales Management, has been updated to take account of recent developments in the theory and practice of selling.
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, training, motivation and organisation; and sales control – budgets, salesforce evaluation and sales forecasting. Selling and Sales Management is ideal for all students on sales management, marketing and business studies courses as well as field salespeople and sales managers.
Selling and Sales Management 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.
This edition by Geoffrey Lancaster and David Jobber continues to place emphasis on the international aspects of selling and sales management to reflect the importance of international markets to companies.
Updates include- A new chapter on Internet and Information Technology Applications in Sales, which includes a section on Customer Relationship Management. A chapter devoted to Direct Marketing. Many new and updated case studies.
‘’Selling and Sales Management in Action’’ case histories.
An expansion on Ethics in Sales.
A new section on Leadership within the Motivation and Training chapter.
Useful information on selling as a career.