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Selling and sales management / David Jobber and Geoff Lancaster.

By: Contributor(s): Material type: TextTextPublication details: Harlow : Financial Times Prentice Hall, 2006.Edition: 7th edDescription: xxi, 526 p. : ill. ; 25 cmISBN:
  • 9780273695790 (pbk.) :
  • 9780273695790
Subject(s): DDC classification:
  • 658.85 JOB
LOC classification:
  • HF5438.25
Contents:
Part One: Sales Perspective 1. Development and Role of Selling in Marketing 2. Sales Strategies Part Two: Sales Environment 3. Consumer and Organisational Buyer Behaviour 4. Sales Settings 5. International Selling 6. Law and Ethical Issues Part Three: Sales Techniques 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. Recruitment 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
Item type Current library Call number Copy number Status Date due Barcode
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.85 JOB (Browse shelf(Opens below)) 1 Available 204181
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.85 JOB (Browse shelf(Opens below)) 1 Available 204182
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.85 JOB (Browse shelf(Opens below)) 1 Available 204178
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.85 JOB (Browse shelf(Opens below)) 1 Available 204179
Long Loan TUS: Midlands, Main Library Athlone General Lending 658.85 JOB (Browse shelf(Opens below)) 1 Available 204180

Previous ed.: 2003.

Includes bibliographical references (p. 512-513) and index.

Part One: Sales Perspective 1. Development and Role of Selling in Marketing 2. Sales Strategies Part Two: Sales Environment 3. Consumer and Organisational Buyer Behaviour 4. Sales Settings 5. International Selling 6. Law and Ethical Issues Part Three: Sales Techniques 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. Recruitment and Selection 14. Motivation and Training 15. Organisation and Compensation Part Five: Sales Control 16. Sales Forecasting and Budgeting 17. 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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