Selling and Sales Management
Jobber, David, 1947-
Selling and Sales Management David Jobber, Geoffrey Lancaster. - 5th ed - Harlow, England ; New York Prentice Hall/Financial Times, 2000. - xvii, 453p.: ill. 25cm
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.
9780273720652 (pbk.), 0273720651 (pbk.) Available
selling, Sales management.
HF5438.25 / .J63 2000
Selling and Sales Management David Jobber, Geoffrey Lancaster. - 5th ed - Harlow, England ; New York Prentice Hall/Financial Times, 2000. - xvii, 453p.: ill. 25cm
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.
9780273720652 (pbk.), 0273720651 (pbk.) Available
selling, Sales management.
HF5438.25 / .J63 2000