Selling and sales management. /
Jobber, David,
Selling and sales management. / David Jobber and Geoff Lancaster. - 7th ed. - Harlow, England ; New York : Financial Times/Prentice Hall, 2006. - xxi, 526 p. : ill. ; 25 cm.
Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985.
Includes bibliographical references and index.
Contents: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- 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 -- Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales control: Sales forcasting and budgeting -- Sales evaluation -- Appendix: Examination technique.
0273695797 (pbk.)
Selling.
Sales management.
HF5438.25.J63
Selling and sales management. / David Jobber and Geoff Lancaster. - 7th ed. - Harlow, England ; New York : Financial Times/Prentice Hall, 2006. - xxi, 526 p. : ill. ; 25 cm.
Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985.
Includes bibliographical references and index.
Contents: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- 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 -- Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales control: Sales forcasting and budgeting -- Sales evaluation -- Appendix: Examination technique.
0273695797 (pbk.)
Selling.
Sales management.
HF5438.25.J63