TY  - BOOK
AU  - Jobber, David.
AU  - Lancaster, Geoff. 
TI  - Selling and sales management.
SN  - 9780273720652
AV  - HF5438.25.J63 
PY  - 2009///
CY  - Harlow
PB  - Prentice Hall/ Financial Times
N1  - 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.
ER  -