01658cam a22003618i 4500 18404508 OSt 20211123110032.0 141212s2015 enk 001 0 eng 2014046929 9781292078007 DLC eng DLC rda pcc HF5438.25.J63 658.8/1 23 Jobber, David, Selling and sales management. / David Jobber and Geoff Lancaster. 10th ed. 1503 Harlow, England ; New York: Pearson, 2015. pages cm text rdacontent unmediated rdamedia volume rdacarrier 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 -- Selling. Sales management. Lancaster, Geoffrey, 7 cbc orignew 1 ecip 20 y-gencatlg lcc BK 8046 15546 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2021-11-06 HF5438.25.J63(10e) K/1436/1436/19 2021-11-19 00:00:00 1 2021-11-19 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2021-11-06 HF5438.25.J631(10e) K/1437/1437/19 2021-11-19 00:00:00 2 2021-11-19 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2021-11-06 0 HF5438.25.J632(10e) K/1558/1558/19 2022-08-10 00:00:00 3 2021-11-19 BK 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2021-11-06 0 HF5438.25.J633(10e) K/1559/1559/19 2022-08-10 00:00:00 4 2021-11-19 BK