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.)
- 658.8/1 22
- HF 5438.25 .J63 2009
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| HF 5438.25 .F87 2009 C3 Fundamentals of selling : | HF 5438.25.G7 1995 Professional selling | HF 5438.25 .J63 2000 Sales & key account management | HF 5438.25 .J63 2009 C2 Selling and sales management / | HF 5438.25 .J63 2012 Selling and Sales Management | HF 5438.25 .J63 2012 C.1 Selling and Sales Management | HF 5438.25 K37 1985 Negotiate to close. |
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.