Jobber, David, <br/><br/>
Selling and sales management. / 
David Jobber and Geoff Lancaster. 
 - 10th ed. 
 - pages cm 
<br/><br/> Includes index. 
<br/><br/>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 -- 
<br/><br/><label>ISBN: </label>9781292078007 
<br/><br/><label>LCCN: </label>2014046929 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.
<br/><br/><label>LC Class. No.: </label>HF5438.25.J63  
<br/><br/><label>Dewey Class. No.: </label>658.8/1