TY  - BOOK
AU  - Jobber,David
AU  - Lancaster,Geoffrey
TI  - Selling and sales management
SN  - 9780273695790 (pbk.) :
AV  - HF5438.25 
U1  - 658.85 JOB 
PY  - 2006///
CY  - Harlow
PB  - Financial Times Prentice Hall
KW  - Selling
KW  - Sales management
KW  - Business and Management
KW  - ukslc
KW  - Sales & marketing
KW  - thema
N1  - 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
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  -