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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Jobber, David, 1947-.
Contributor(s): Lancaster, Geoffrey, 1938-.
Publisher: Harlow : Pearson Education, 2009Edition: 8th ed.Description: [xxi], 546 : ill. ; 25 cm.ISBN: 9780273720652; 0273720651.Subject(s): Selling | Sales managementDDC classification: 658.81
Contents:
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.
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Item type Current location Call number Copy number Status Date due Barcode Item holds
Book SKOLKOVO Library
Shelves 		HF5438.25 .J63 (Browse shelf) 1 Available 2000000231
Total holds: 0

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.

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