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Selling and sales management. / David Jobber and Geoff Lancaster.

By: Contributor(s): Material type: TextPublisher: Harlow, England ; New York: Pearson, 2015Edition: 10th edDescription: pages cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9781292078007
Subject(s): DDC classification:
  • 658.8/1 23
LOC classification:
  • HF5438.25.J63
Contents:
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 --
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Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY HF5438.25.J63(10e) (Browse shelf(Opens below)) 1 Available K/1436/1436/19
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY HF5438.25.J631(10e) (Browse shelf(Opens below)) 2 Available K/1437/1437/19
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY HF5438.25.J632(10e) (Browse shelf(Opens below)) 3 Available K/1558/1558/19
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY HF5438.25.J633(10e) (Browse shelf(Opens below)) 4 Available K/1559/1559/19

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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 --

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