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Selling and sales management.
Record details
- ISBN: 9780273720652 (Paper)
- ISBN: 0273720651 (Paper)
- Physical Description: xx, 546 p. : ill. ; 25 cm.
- Edition: 8th ed. / David Jobber, Geoffrey Lancaster.
- Publisher: Harlow, England ; Prentice Hall/Financial Times, 2009.
Content descriptions
Bibliography, etc. Note: | Includes bibliographical references and index. |
Formatted Contents Note: | 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. |
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Subject: | Selling. Sales management. |