Jobber, David, <br/><br/>
Selling and sales management. / 
David Jobber and Geoff Lancaster. 
 - 7th ed. 
 - Harlow, England ;  New York :  Financial Times/Prentice Hall,  2006. 
 - xxi, 526 p. :  ill. ;  25 cm. 
<br/><br/> Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0273695797 (pbk.) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.
<br/><br/><label>LC Class. No.: </label>HF5438.25.J63