Selling and sales management /
Jobber, David,
Selling and sales management / David Jobber and Geoff Lancaster. - 7th ed. - Harlow, England ; New York : Financial Times/Prentice Hall, 2006. - xxi, 526 p. : illus. ; 25 cm.
Includes index
Chapter 1: Development and Role of Selling in Marketing
Chapter 2: Sales Strategies
Chapter 3: Consumer and Organisational Buyer Behaviour
Chapter 4: Sales Settings
Chapter 5: International Selling
Chapter 6: Law and Ethical Issues
Chapter 7: Sales Responsibilities and Preparation
Chapter 8: Personal Selling Skills
Chapter 9: Key Account Management
Chapter 10: Relationship Selling
Chapter 11: Direct Marketing
Chapter 12: Internet and IT Applications in Selling and Sales Management
Chapter 13: Recruitment and Selection
Chapter 14: Motivation and Training
Chapter 15: Organisation and Compensation
Chapter 16: Sales Forecasting and Budgeting
Chapter 17: Salesforce Evaluation.
0273695797 9780273695790
Selling.
Sales management.
HF5438.25 / .J63
Selling and sales management / David Jobber and Geoff Lancaster. - 7th ed. - Harlow, England ; New York : Financial Times/Prentice Hall, 2006. - xxi, 526 p. : illus. ; 25 cm.
Includes index
Chapter 1: Development and Role of Selling in Marketing
Chapter 2: Sales Strategies
Chapter 3: Consumer and Organisational Buyer Behaviour
Chapter 4: Sales Settings
Chapter 5: International Selling
Chapter 6: Law and Ethical Issues
Chapter 7: Sales Responsibilities and Preparation
Chapter 8: Personal Selling Skills
Chapter 9: Key Account Management
Chapter 10: Relationship Selling
Chapter 11: Direct Marketing
Chapter 12: Internet and IT Applications in Selling and Sales Management
Chapter 13: Recruitment and Selection
Chapter 14: Motivation and Training
Chapter 15: Organisation and Compensation
Chapter 16: Sales Forecasting and Budgeting
Chapter 17: Salesforce Evaluation.
0273695797 9780273695790
Selling.
Sales management.
HF5438.25 / .J63