1. Slide 2.1 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Chapter 2 Sales strategies

2. Slide 2.2 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.1 The planning process

3. Slide 2.3 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.2 The link among objectives, strategies and tactics

4. Slide 2.4 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.3 Hierarchy of the marketing plan

5. Slide 2.5 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.4 SWOT matrix for Boots

6. Slide 2.6 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.5 SWOT matrix for a sports car producer

7. Slide 2.7 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.6 An overview of the marketing planning process

8. Slide 2.8 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.7 Inside-out planning model

9. Slide 2.9 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.8 Outside-in planning model

10. Slide 2.10 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.9 Stages in the buying process

11. Slide 2.11 Jobber and Lancaster, Selling and Sales Management PowerPoints on the Web, 10 th edition © Pearson Education Limited 2015 Figure 2.10 The relationship between objectives, strategies and tactics