Jobber, David creator Lancaster, Geoffrey text bibliography enk Harlow, England New York Financial Times/Prentice Hall 2006 7th ed. monographic eng

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xxi, 526 p. : ill. ; 25 cm. 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. David Jobber and Geoff Lancaster. Rev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985. Includes bibliographical references and index. Selling Sales management HF5438.25.J63 0273695797 (pbk.) DLC 050830 20210414113945.0 14092810