000			01640cam a22002774a 4500
001			14092810
005			20210414113945.0
008			050830s2006 enka b 001 0 eng
020			_a0273695797 (pbk.)
040			_aDLC _cDLC _dUKM _dBWKUK _dDLC
050	0	0	_aHF5438.25.J63
100	1		_aJobber, David,
245	1	0	_aSelling and sales management. / _cDavid Jobber and Geoff Lancaster.
250			_a7th ed.
260			_aHarlow, England ; _aNew York : _bFinancial Times/Prentice Hall, _c2006.
300			_axxi, 526 p. : _bill. ; _c25 cm.
500			_aRev. ed. of: Sales technique and management / Geoffrey Lancaster. 1985.
504			_aIncludes bibliographical references and index.
505			_aContents: 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.
650		0	_aSelling.
650		0	_aSales management.
700	1		_aLancaster, Geoffrey,
942			_2lcc _cBK
999			_c971 _d8471