000			01675cam a2200325 a 4500
999			_c12295 _d12295
001			15595248
003			OSt
005			20200227152424.0
008			090122s2009 enka b 001 0 eng
010			_a 2009002925
020			_a9780273720652 (pbk.)
020			_a0273720651 (pbk.)
035			_a(OCoLC)ocn299382120
040			_aDLC _cDLC _dYDXCP _dBWKUK _dBWK _dCDX _dDLC
050	0	0	_aHF5438.25 _b.J63 2009
082	0	0	_a658.8/1 _222
100	1		_aJobber, David, _d1947-
245	1	0	_aSelling and sales management / _cDavid Jobber, Geoffrey Lancaster.
250			_a8th ed.
260			_aHarlow, England ; _aNew York : _bPrentice Hall/Financial Times, _c2009.
300			_axx, 546 p. : _bill. ; _c25 cm.
504			_aIncludes bibliographical references and index.
505	0		_aDevelopment 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.
650		0	_aSelling.
650		0	_aSales management.
700	1		_aLancaster, Geoffrey, _d1938-
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2ddc _cMANAGEMENT