Sách giáo trình Quản trị bán hàng của tác giả Jobber Lancaster

David Jobber • Geoff Lancaster Selling and Sales Management 8th edition Selling and Sales Mana
Over the last twenty years, Selling and Sales Management has proved itself to be the
defi nitive text in this exciting and fast-moving area. The new edition comes fully updated
with brand new case studies using working businesses to connect sales theory to the
practical implications of selling in a modern environment. New to this edition:
Integration of recent cutting-edge research throughout the book. ●
Fully updated coverage of technological applications in selling and sales ● management.
A more detailed coverage of ethics in selling and sales management. ●
Expanded coverage of sales training and organisation. ●
A more in-depth look at the sales cycle, cold canvassing and systems selling. ● gement
David Jobber • Geoff Lancaster
A more thorough coverage of B2B and B2C selling. ●
Additional exercises to assist both students and tutors. ● About the authors
David Jobber is Professor of Marketing at Bradford University and serves on the Selling and
editorial board of numerous marketing and sales management journals. He also 8th
served as Special Advisor to the Research Assessment Exercise panel that rated
research output from business and management schools throughout the UK. edition
David Jobber has also received the Academy of Marketing Life achievement Jobber • Lancaster
award for extraordinary and distinguished services to marketing. Sales Management
Geoff Lancaster is Dean of Academic Studies at London School of Commerce and 8th edition
Chairman of Durham Associates Group Ltd. He was formerly Research 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.
Don’t forget to visit www.pearsoned.co.uk/jobber for additional learning resources. Co ver image © Getty Images www.pearson-books.com An imprint of CVR_JOBB0652_08_SE_CVR.indd 1 9/2/09 15:55:40
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A01_JOBB0652_08_SE_FM.QXD 3/3/09 12:00 PM Page iii Selling and Sales Management 8th edition David Jobber University of Bradford Geoffrey Lancaster
London School of Commerce
Document Outline

• Selling and SalesManagement
• Brief contents
• Contents