Selling and sales management. / David Jobber and Geoff Lancaster.
Material type: TextPublisher: 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.J63Item type | Current location | Home library | Call number | Copy number | Status | Date due | Barcode |
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Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.J63 (Browse shelf) | 1 | Available | 2443/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.J631 (Browse shelf) | 2 | Available | 2444/12 | |
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HF5438.25.J63 Selling and sales management. / | HF5438.25.J631 Selling and sales management. / | HF5438.25.J632 Selling and sales management. / | HF5438.25.J633 Selling and sales management. / | HF5438.25.J634 Selling and sales management. / | HF5438.25.J635 Selling and sales management. / | HF5438.25.K375 Short cycle selling : beating your competitors in the sales race. / |
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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