Selling and sales management. /
Jobber, David,
Selling and sales management. / David Jobber and Geoff Lancaster. - 10th ed. - pages cm
Includes index.
Contents: 1. Sales perspective: Development and role of selling in marketing -- Sales strategies -- 2. Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- 3. Sales technique: Sales responsibilities and preparation -- Personal selling skills -- key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- 4. Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- 5. Sales control: Sales forecasting and budgeting -- Salesforce evaluation --
9781292078007
2014046929
Selling.
Sales management.
HF5438.25.J63
658.8/1
Selling and sales management. / David Jobber and Geoff Lancaster. - 10th ed. - pages cm
Includes index.
Contents: 1. Sales perspective: Development and role of selling in marketing -- Sales strategies -- 2. Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- 3. Sales technique: Sales responsibilities and preparation -- Personal selling skills -- key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- 4. Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- 5. Sales control: Sales forecasting and budgeting -- Salesforce evaluation --
9781292078007
2014046929
Selling.
Sales management.
HF5438.25.J63
658.8/1