Jobber, David.
Selling and sales management. / David Jobber and Geoff Lancaster. - 8th ed. - Harlow : Prentice Hall/ Financial Times, 2009. - xx, 546 p. : ill ; 25 cm.
Includes appendix and index.
Contents: Part one: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Part two: Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Part three: Sales technique: Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Part four: Sales management: Recruitment and selection -- Motivation and training -- Organisation and control -- Part five: Sales control: Sales forecasting and budgeting -- Salesforce evaluation.
9780273720652
HF5438.25.J63
Selling and sales management. / David Jobber and Geoff Lancaster. - 8th ed. - Harlow : Prentice Hall/ Financial Times, 2009. - xx, 546 p. : ill ; 25 cm.
Includes appendix and index.
Contents: Part one: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Part two: Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Part three: Sales technique: Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Part four: Sales management: Recruitment and selection -- Motivation and training -- Organisation and control -- Part five: Sales control: Sales forecasting and budgeting -- Salesforce evaluation.
9780273720652
HF5438.25.J63