A Forgotten Offensive or Selling and Sales Management

A Forgotten Offensive

Author: Christina J M Goulter

The former Muslim republics of the USSR are struggling to strike a balance between the legacy of the Soviet regime and the revival of their own, traditional culture. This volume examines the religion, economy and demography of the areas as well as both internal and external relations.

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RAF Coastal Command is usually known for its anti-submarine campaign, but while engaged in these operations, it was also making an offensive against the enemy's merchant shipping in northwest European waters. Goulter follows the fortunes of Coastal Command's campaigns throughout the war, demonstrating how lessons learned in WWI had to be painfully relearned before the campaign became successful. B&w photos. Distributed by ISBS. Annotation c. Book News, Inc., Portland, OR (booknews.com)

Table of Contents:

	List of Illustrations
	Editor's Foreword
	Acknowledgements
	Preface
	Abbreviations
	Maps
1	Lessons Learned: The First Maritime Aviation Experience	1
2	The Ebb of Maritime Aviation, 1919-29	34
3	The Nadir of Maritime Aviation, 1930-39	72
4	Lessons Relearned: The Early Anti-Shipping Campaign, 1940	111
5	Survival Against All Odds: The Anti-Shipping Campaign in 1941	132
6	The Mounting Offensive, 1942	161
7	The Apogee of Maritime Aviation, January 1943-September 1944	199
8	Victory: Anti-Shipping Operations, October 1944-May 1945	234
9	The Verdict
	Part I: The Impact on German Shipping	269
	Part II: The Impact on the German Economy	302
	Bibliography	333
	Tables	347
	Index	357

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Selling and Sales Management

Author: David Jobber

"This excellent work is mandatory reading for all with academic or practical interests in the world of sales - which is just about the whole marketing and management community. This influential book is an excellent contribution to the literature."
Professor Nigel F. Piercy, Professor of Marketing and Director of the Sales and Account Management Strategy Research Unit, Warwick Business School, University of Warwick

Looking for the definitive text on selling and sales management? Now in its 7th edition, David Jobber and Geoff Lancaster’s Selling and Sales Management, a long-standing classic, has been revised and updated to take into account recent developments in the theory and practice of selling. It places emphasis on international aspects of selling and sales management.

New to this edition
• Integration of recent cutting-edge research into chapters throughout the book.
• Repositioning of chapters and a clear mapping through each of the five parts, including a brief summary of each part.

• A fuller discussion on the role of selling as part of an integrated marketing communications programme.

• A complete re-write and update of Chapter 12 on Internet and IT Applications.

• Substantially updated coverage of key account management.
• A more detailed explanation of market-based pricing principles.

• A more thorough discussion of the principles of negotiation.

• A fuller discussion of the role of the sales force as gatherers of market intelligence.

• Additional exercises to assist both students and tutors.

Ideal for students on sales management,marketing and business studies courses as well as field salespeople and sales managers, the book is also 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.

"Professors Jobber and Lancaster have done it again! In this text, they provide a thorough and sophisticated treatment of sales and sales management. Informed by the most up-to-date research, the authors tackle the critical issues facing modern sales professionals. Their style of writing is straightforward and accessible. This book is essential reading for those whose job it is to sell and to manage those who sell, as well as for those who aspire to a career in the sales profession."
John W. Cadogan, Professor of Marketing, Business School, Loughborough University

David Jobber is Professor of Marketing at Bradford University and serves on the editorial board of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK.

Geoff Lancaster is Professor of Marketing at Liverpool John Moores University and Chairman of Durham Associates Group Ltd, Castle Eden, County Durham. He was formerly Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

To access the Instructor’s Manual, PowerPoint slides and additional learning resources visit http:www.pearsoned.co.uk/jobber.