Jobber, David, 1947-
Selling and sales management / David Jobber, Geoffrey Lancaster. - 8th ed. - Harlow : Pearson Education, 2009. - [xxi], 546 : ill. ; 25 cm.
Previous ed.: 2006.
Includes bibliographical references and index.
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
9780273720652 0273720651
2009002925
Selling.
Sales management.
HF5438.25 / .J63 2009
658.81
Selling and sales management / David Jobber, Geoffrey Lancaster. - 8th ed. - Harlow : Pearson Education, 2009. - [xxi], 546 : ill. ; 25 cm.
Previous ed.: 2006.
Includes bibliographical references and index.
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
9780273720652 0273720651
2009002925
Selling.
Sales management.
HF5438.25 / .J63 2009
658.81
