TY  - BOOK
AU  - Jobber,David
AU  - Lancaster,Geoffrey
TI  - Selling and sales management
SN  - 0273695797 
AV  - HF5438.25 .J63
PY  - 2006///
CY  - Harlow, England, New York
PB  - Financial Times/Prentice Hall
KW  - Selling
KW  - Sales management
N1  - 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
ER  -