01640cam a22002774a 4500 14092810 20210414113945.0 050830s2006 enka b 001 0 eng 0273695797 (pbk.) DLC DLC UKM BWKUK DLC HF5438.25.J63 Jobber, David, Selling and sales management. / David Jobber and Geoff Lancaster. 7th ed. Harlow, England ; New York : Financial Times/Prentice Hall, 2006. xxi, 526 p. : ill. ; 25 cm. Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985. Includes bibliographical references and index. Contents: Sales perspective: Development and role of selling in marketing -- Sales strategies -- Sales environment: Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- 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 -- Sales management: Recruitment and selection -- Motivation and training -- Organisation and compensation -- Sales control: Sales forcasting and budgeting -- Sales evaluation -- Appendix: Examination technique. Selling. Sales management. Lancaster, Geoffrey, lcc BK 971 8471 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.J63 2443/12 2012-05-28 00:00:00 1 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.J631 2444/12 2012-05-28 00:00:00 2 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.J632 2445/12 2012-05-28 00:00:00 3 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.J633 2446/12 2012-05-28 00:00:00 4 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.J634 2465/12 2012-05-28 00:00:00 5 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.J635 2466/12 2012-05-28 00:00:00 6 2012-05-28 BK