Selling and sales management /
Jobber, David,
Selling and sales management / David Jobber, Geoffrey Lancaster. - 7th ed. - New Delhi : Dorling Kindersley, 2009. - xxi, 526 p. : ill. ; 24 cm.
Includes bibliographical references and index.
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
9788131725863
Selling.
Sales management.
658.8/1 / JOS 2009
Selling and sales management / David Jobber, Geoffrey Lancaster. - 7th ed. - New Delhi : Dorling Kindersley, 2009. - xxi, 526 p. : ill. ; 24 cm.
Includes bibliographical references and index.
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
9788131725863
Selling.
Sales management.
658.8/1 / JOS 2009