Selling and sales management / David Jobber, Geoffrey Lancaster.
Material type:
TextPublication 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| Item type | Current library | Call number | Status | Date due | Barcode |
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Books
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Jos Study Centre | HF5438 .J63 2009 (Browse shelf(Opens below)) | Withdrawn | 0181629 |
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| HF5415 .B59 2006 Essentials of marketing communications / | HF5415 .P47 2003 Essentials of marketing : a global-managerial approach / | HF5415.2 .S36 2006 Marketing research : an international approach / | HF5438 .J63 2009 Selling and sales management / | HF5718 .S27 2007 Business English at work / | HG103 .A34 1998 Ethics in the financial services business | HG1381 .A34 1996 The Nigerian economic crisis : |
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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