01463cam a22003138i 450000100090000000300040000900500170001300800410003001000170007102000180008804000230010604200080012905000190013708200160015610000190017224500710019125000130026226300090027526400500028430000130033433600210034733700250036833800230039350000200041650506530043665000130108965000220110270000250112418404508OSt20211123110032.0141212s2015    enk           001 0 eng    a  2014046929  a9781292078007  aDLCbengcDLCerda  apcc00aHF5438.25.J63 00a658.8/12231 aJobber, David,10aSelling and sales management. /cDavid Jobber and Geoff Lancaster.  a10th ed.  a1503 1aHarlow, England ;aNew York:bPearson,c2015.  apages cm  atext2rdacontent  aunmediated2rdamedia  avolume2rdacarrier  aIncludes index.  aContents: 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 -- 0aSelling. 0aSales management.1 aLancaster, Geoffrey,