Selling and sales management /
Jobber, David, 1947-
Selling and sales management / David Jobber, Geoffrey Lancaster. - 8th ed. - Harlow, England ; New York : Prentice Hall/Financial Times, 2009. - xx, 546 p. : ill. ; 25 cm.
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 (pbk.) 0273720651 (pbk.)
2009002925
Selling.
Sales management.
HF5438.25 / .J63 2009
658.8/1
Selling and sales management / David Jobber, Geoffrey Lancaster. - 8th ed. - Harlow, England ; New York : Prentice Hall/Financial Times, 2009. - xx, 546 p. : ill. ; 25 cm.
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 (pbk.) 0273720651 (pbk.)
2009002925
Selling.
Sales management.
HF5438.25 / .J63 2009
658.8/1