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    Selling and sales management / David Jobber, Geoffrey Lancaster.

    By: Jobber, David, 1947-Contributor(s): Lancaster, Geoffrey, 1938-Material type: TextTextPublisher: Harlow, England ; New York : Prentice Hall/Financial Times, 2009Edition: 8th edDescription: xx, 546 p. : ill. ; 25 cmISBN: 9780273720652 (pbk.); 0273720651 (pbk.)Subject(s): Selling | Sales managementDDC classification: 658.8/1 LOC classification: HF5438.25 | .J63 2009
    Contents:
    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.
    Summary: 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.
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    Item type Current library Call number Copy number Status Notes Date due Barcode
    Books Books Female Library
    		HF5438.25 .J63 2009 (Browse shelf (Opens below)) 1 Available STACKS 51952000093954
    Books Books Main Library
    		HF5438.25 .J63 2009 (Browse shelf (Opens below)) 1 Available STACKS 51952000121800

    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.

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