000			01262nam a2200229 4500
999			_c631 _d631
001			011284
003			OSt
005			20210409113130.0
008			140512b xxu||||| |||| 00| 0 eng d
020			_a9780273720652 (pbk.), 0273720651 (pbk.) _cAvailable
040			_aDLC _beng _cCUCK _dCUCK
050			_aHF5438.25 _b.J63 2000
100			_9730 _aJobber, David, _d1947-
245			_aSelling and Sales Management _cDavid Jobber, Geoffrey Lancaster.
250			_a5th ed
260			_aHarlow, England ; New York _bPrentice Hall/Financial Times, _c2000.
300			_axvii, 453p.: _bill. _c25cm
504			_a Includes bibliographical references and index.
505			_aDevelopment 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.
650		0	_9731 _aselling, Sales management.
942			_2lcc _cBOOK