Selling and Sales Management David Jobber, Geoffrey Lancaster.
Material type:
TextPublication details: Harlow, England ; New York Prentice Hall/Financial Times, 2000.Edition: 5th edDescription: xvii, 453p.: ill. 25cmISBN: - 9780273720652 (pbk.), 0273720651 (pbk.)
- HF5438.25 .J63 2000
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General book
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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.
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