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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Contributor(s): Material type: TextPublication details: Harlow, England ; New York : Prentice Hall/Financial Times, 2009.Edition: 8th edDescription: xx, 546 p. : ill. ; 25 cmISBN:
  • 9780273720652 (pbk.)
  • 0273720651 (pbk.)
Subject(s): LOC classification:
  • HF5438.25 .J63
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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Books Methodist University Library Main General Stacks Reference HF5438.25 .J63 (Browse shelf(Opens below)) Available 33773

Includes 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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