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, 2019Edition: 10th ed.Description: xxi, 522 p. : ill. ; 25 cm.ISBN: 9789352866045.Subject(s): Selling | Sales managementDDC classification: 658.81 | Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
| Management | MAJU | Management | 658.81 (Browse shelf) | Available | 9809 |
Browsing MAJU Shelves , Collection code: Management Close shelf browser
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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