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Selling and sales management / David Jobber, Geoffrey Lancaster.
Material type:
TextReference number: 2009002925Publication details: Harlow : Pearson Education, 2009. Edition: 8th edDescription: [xxi], 546 : ill. ; 25 cmISBN: 9780273720652; 0273720651Subject(s): Selling | Sales managementDDC classification: 658.81 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.
| Item type | Current library | Class number | Copy number | Status | Date due | Barcode | Item reservations | |
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Main Library General Shelves | HF5438.25 .J63 (Browse shelf(Opens below)) | 1 | Available | 2000000231 |
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| HF5429.23 .M53 Microfranchising : | HF5438.25 .C365 Brilliant selling : | HF5438.25 .G84 The 800-pound gorilla of sales : | HF5438.25 .J63 Selling and sales management / | HF5438.25 .J69 The great formula : | HF5438.25 .L354 How to sell when nobody's buying : | HF5438.25 .S44 The art of woo : |
Previous ed.: 2006.
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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