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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Contributor(s): 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): DDC classification:
  • 658.8/1 22
LOC classification:
  • HF 5438.25 .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 Copy number Status Barcode
Long Loan Books Long Loan Books Main Campus Library General Stacks HF 5438.25 .J63 2009 C2 (Browse shelf(Opens below)) C2 Available 1053902
Long Loan Books Long Loan Books Main Campus Library General Stacks HF 5438.25 .J63 2009 (Browse shelf(Opens below)) Available 101401534
Long Loan Books Long Loan Books Main Campus Library General Stacks HF 5438.25 .J63 2012 (Browse shelf(Opens below)) Available 101402396
Long Loan Books Long Loan Books Main Campus Library General Stacks HF 5438.25 .J63 2012 (Browse shelf(Opens below)) Available 101402395

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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