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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Jobber, David, 1947-Contributor(s): Lancaster, Geoffrey, 1938-Material type: TextTextPublication details: Harlow, England ; New York : Prentice Hall/Financial Times, 2009. Edition: 8th edDescription: xx, 546 p. : ill. ; 25 cmISBN: 9780273720652 (pbk.); 0273720651 (pbk.)Subject(s): Selling | Sales managementDDC classification: 658.8/1 LOC classification: HF5438.25 | .J63 2009
Contents:
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.
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Holdings
Item type Current library Call number Status Date due Barcode
Books Books Jos Study Centre
HF5438 .J63 2009 (Browse shelf(Opens below)) Withdrawn 0181629

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.

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