| 000 | 01658cam a22003618i 4500 | ||
|---|---|---|---|
| 001 | 18404508 | ||
| 003 | OSt | ||
| 005 | 20211123110032.0 | ||
| 008 | 141212s2015 enk 001 0 eng | ||
| 010 | _a 2014046929 | ||
| 020 | _a9781292078007 | ||
| 040 |
_aDLC _beng _cDLC _erda |
||
| 042 | _apcc | ||
| 050 | 0 | 0 | _aHF5438.25.J63 |
| 082 | 0 | 0 |
_a658.8/1 _223 |
| 100 | 1 | _aJobber, David, | |
| 245 | 1 | 0 |
_aSelling and sales management. / _cDavid Jobber and Geoff Lancaster. |
| 250 | _a10th ed. | ||
| 263 | _a1503 | ||
| 264 | 1 |
_aHarlow, England ; _aNew York: _bPearson, _c2015. |
|
| 300 | _apages cm | ||
| 336 |
_atext _2rdacontent |
||
| 337 |
_aunmediated _2rdamedia |
||
| 338 |
_avolume _2rdacarrier |
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| 500 | _aIncludes index. | ||
| 505 | _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 -- | ||
| 650 | 0 | _aSelling. | |
| 650 | 0 | _aSales management. | |
| 700 | 1 | _aLancaster, Geoffrey, | |
| 906 |
_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg |
||
| 942 |
_2lcc _cBK |
||
| 999 |
_c8046 _d15546 |
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