Jobber, David creator Lancaster, Geoffrey text enk 2015 10th ed. monographic eng

print

pages cm 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 -- David Jobber and Geoff Lancaster. Includes index. Selling Sales management HF5438.25.J63 658.8/1 9781292078007 2014046929 DLC 141212 20211123110032.0 18404508 eng