Selling and sales management.

By:

Jobber, David, 1947-

Contributor(s):

Lancaster, Geoffrey, 1938-

Material type: Text

TextPublication details: Harlow : Pearson, 2012.Edition: 9th ed. / David Jobber and Geoff LancasterDescription: xx, 565 p. : col. ill. ; 25 cmISBN:

9780273762652 (pbk.) :
9780273762652 (pbk.) :

Subject(s):

DDC classification:

658.81 JOB

LOC classification:

HF5438.25 .J63 2012

Contents:

Part one. Sales perspective -- 1,Development and role of selling in marketing -- 2.Sales strategies -- Part two. Sales environment -- Consumer and organisational buyer behaviour -- 4.Sales settings -- 5.International selling -- 6.Law and issues -- Part three.Sales technique -- 7.Sales responsibilities and preparation -- 8.Personal selling skills -- 9.Key account management -- 10.Relationship selling -- 11.Direct marketing -- 12.Internet and IT applications in selling and sales management -- Part four.Sales management -- 13.Recrutiment and selection -- 14.Motivation and training -- 15.Organisation and compensation -- Part five. Sales control -- 16.Sales forecasting and budgeting -- 17.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.

Holdings ( 1 )
Title notes ( 4 )

Holdings
Item type	Current library	Call number	Copy number	Status	Date due	Barcode
Long Loan	TUS: Midlands, Main Library Athlone General Lending	658.81 JOB (Browse shelf(Opens below))	1	Available		219078

Previous ed.: 2009.

Includes bibliographical references and index.

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.