Jobber, David,  1947- <br/><br/>
Selling and sales management / 
David Jobber, Geoffrey Lancaster. 
 - 8th ed. 
 - Harlow, England ;  New York :  Prentice Hall/Financial Times,  2009. 
 - xx, 546 p. :  ill. ;  25 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780273720652 (pbk.) 0273720651 (pbk.) 
<br/><br/><label>LCCN: </label>2009002925 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .J63 2009 
<br/><br/><label>Dewey Class. No.: </label>658.8/1