TY  - BOOK
AU  - Jobber,David
AU  - Lancaster,Geoffrey
AU  - Lancaster,Geoffrey
TI  - Selling and sales management
SN  - 9781292078007 (pbk.) :
AV  - HF5438.25 .J63 2015
U1  - 658.81 JOB 
PY  - 2015///]
CY  - Harlow, England, New York
PB  - Pearson
KW  - Selling
KW  - Sales management
KW  - Business and Management
KW  - ukslc
KW  - Sales & marketing
KW  - thema
KW  - Sales & marketing management
N1  - Previous edition: 2012; Includes bibliographical references 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 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.Recruitment and selection -- 14.Motivation and training -- 15.Organisation and compensation -- Part five.Sales control -- 16.Sales forecasting and budgeting -- 17.Salesforce evaluation -- Appendix. Case studies and discussion questions
N2  - 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
ER  -