Jobber, David,  1947- <br/><br/>
Selling and sales management. 

 - 9th ed. /  David Jobber and Geoff Lancaster. 
 - Harlow :  Pearson,  2012. 
 - xx, 565 p. :  col. ill. ;  25 cm. 
<br/><br/> Previous ed.: 2009. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>9780273762652 (pbk.) :  £44.99 9780273762652 (pbk.) :  Đ44.99 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.<br/>Business and Management.<br/>Sales & marketing<br/>Sales & marketing management
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .J63 2012 
<br/><br/><label>Dewey Class. No.: </label>658.81 JOB