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Jobber, David, 1947-

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.

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.

Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.

ISBN: 9780273720652 (pbk.) 0273720651 (pbk.)

LCCN: 2009002925

Subjects--Topical Terms:
Selling.
Sales management.

LC Class. No.: HF5438.25 / .J63 2009

Dewey Class. No.: 658.8/1