01219nam a22001817a 4500 140602b xxu||||| |||| 00| 0 eng d 9780273720652 HF5438.25.J63 Jobber, David. Selling and sales management. / David Jobber and Geoff Lancaster. 8th ed. Harlow : Prentice Hall/ Financial Times, 2009. xx, 546 p. : ill ; 25 cm. Includes appendix and index. Contents: Part one: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Part two: Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Part three: 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 -- Part four: Sales management: Recruitment and selection -- Motivation and training -- Organisation and control -- Part five: Sales control: Sales forecasting and budgeting -- Salesforce evaluation. Lancaster, Geoff. lcc BK 2918 10418 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2014-06-02 0 HF5438.25.J63 7107/132/13 2014-06-02 00:00:00 1 2014-06-02 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2014-06-02 0 HF5438.25.J631 7108/133/13 2014-06-02 00:00:00 2 2014-06-02 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2014-06-02 0 HF5438.25.J632 7109/134/13 2014-06-02 00:00:00 3 2014-06-02 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2014-06-02 0 HF5438.25.J633 7110/135/13 2014-06-02 00:00:00 4 2014-06-02 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2014-06-02 0 HF5438.25.J634 7651/78/14 2018-09-27 00:00:00 5 2014-06-02 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2014-06-02 0 HF5438.25.J635 7652/79/14 2018-09-27 00:00:00 6 2014-06-02 BK