Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Jobber, David, 1947-Contributor(s): Lancaster, Geoffrey, 1938-Material type: TextTextPublication details: Harlow, England ; New York : Prentice Hall/Financial Times, 2009Edition: 8th edDescription: xx, 546 p. : ill. ; 25 cmISBN: 9780273720652 (pbk.); 0273720651 (pbk.)Subject(s): Selling | Sales managementDDC classification: 658.8/1 LOC classification: HF5438.25 | .J63 2009
Contents:
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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Hard Covered Materials Hard Covered Materials MACHAKOS UNIVERSITY LIBRARY
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HF 5438 .H37 1989 Sales management / HF 5438 .J35 2012 Fundamentals of demand planning & forecasting/ HF 5438.25 .F87 2008 Fundamentals of Selling customers for life through service : HF 5438.25 .J63 2009 Selling and sales management / HF 5438.25 .J63 2009 Selling and sales management / HF 5438.25 .J63 2009 Selling and sales management / HF 5438.25 .M35 2000 Selling today :

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.

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