000			01219nam a22001817a 4500
008			140602b xxu||||| |||| 00| 0 eng d
020			_a9780273720652
050			_aHF5438.25.J63
100			_aJobber, David.
245			_aSelling and sales management. / _cDavid Jobber and Geoff Lancaster.
250			_a8th ed.
260			_aHarlow : _bPrentice Hall/ Financial Times, _c2009.
300			_axx, 546 p. : _bill ; _c25 cm.
500			_aIncludes appendix and index.
505			_aContents: 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.
700			_aLancaster, Geoff.
942			_2lcc _cBK
999			_c2918 _d10418