000			01535cam a2200301 a 4500
001			2009002925
003			DLC
005			20090603101917.0
008			090122s2009 enka b 001 0 eng
010			_a 2009002925
020			_a9780273720652
020			_a0273720651
040			_aDLC _cDLC _dUK-RwCLS
050	0	4	_aHF5438.25 _b.J63 2009
082	0	0	_a658.81 _222
100	1		_aJobber, David, _d1947-
245	1	0	_aSelling and sales management / _cDavid Jobber, Geoffrey Lancaster.
250			_a8th ed.
260			_aHarlow : _bPearson Education, _c2009.
300			_a[xxi], 546 : _bill. ; _c25 cm.
500			_aPrevious ed.: 2006.
504			_aIncludes bibliographical references and index.
505	0		_aDevelopment 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.
650		0	_aSelling.
650		0	_aSales management.
700	1		_aLancaster, Geoffrey, _d1938-
952			_w2010-07-16 _p2000000231 _v37.72 _r2012-02-01 _40 _eCoutts _00 _bSKOLKOVO _m1 _10 _oHF5438.25 .J63 _d2010-07-16 _t1 _70 _cSHE _g37.72 _yBK _s2011-06-07 _l1 _aSKOLKOVO
999			_c1630 _d1630