Selling and sales management / David Jobber, Geoffrey Lancaster.
By: Jobber, David.
Contributor(s): Lancaster, Geoffrey.
Material type:
BookPublisher: Harlow, England ; New York : Prentice Hall/Financial Times, 2009Edition: 8th ed.Description: xx, 546 p. : ill. ; 25 cm.ISBN: 9780273720652 (pbk.); 0273720651 (pbk.).Subject(s): Selling | Sales managementDDC classification: 658.8/1 | Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| Management | MAJU | Management | 658.81 (Browse shelf) | Checked out to Farhan Bukhari (F-48) | 31/10/2021 | 9567 |
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| 658.8 This is Marketing | 658.81 Management of a Sales force | 658.81 The Art of Modern Sales Management | 658.81 Selling and sales management / | 658.83 Time Management | 658.84 Project Management | 658.848 Retailing Management |
Includes bibliographical references and index.
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
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