Selling and sales management /
Jobber, David
Selling and sales management / David Jobber and Geoffrey Lancaster. - 8th ed. - Harlow, England ; Prentice Hall/Financial Times, 2009. - xx, 546 p. : ill.
Includes bibliographical references and index.
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
9780273720652
2009002925
Selling.
Sales management.
HF5438.25.J63 2009
Selling and sales management / David Jobber and Geoffrey Lancaster. - 8th ed. - Harlow, England ; Prentice Hall/Financial Times, 2009. - xx, 546 p. : ill.
Includes bibliographical references and index.
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
9780273720652
2009002925
Selling.
Sales management.
HF5438.25.J63 2009