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Selling and sales management. / David Jobber and Geoff Lancaster.

By: Jobber, DavidContributor(s): Lancaster, GeoffreyMaterial type: TextTextPublisher: Harlow, England ; New York : Financial Times/Prentice Hall, 2006Edition: 7th edDescription: xxi, 526 p. : ill. ; 25 cmISBN: 0273695797 (pbk.)Subject(s): Selling | Sales managementLOC classification: HF5438.25.J63
Contents:
Contents: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- 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 -- Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales control: Sales forcasting and budgeting -- Sales evaluation -- Appendix: Examination technique.
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Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985.

Includes bibliographical references and index.

Contents: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- 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 -- Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales control: Sales forcasting and budgeting -- Sales evaluation -- Appendix: Examination technique.

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