01706cam a2200301 a 4500 1412 1412 15595248 OSt 20190301020017.0 090122s2009 enka b 001 0 eng 2009002925 9780273720652 (pbk.) 0273720651 (pbk.) (OCoLC)ocn299382120 DLC DLC YDXCP BWKUK BWK CDX DLC HF5438.25 .J63 2009 658.8/1 22 Jobber, David, 1947- Selling and sales management / David Jobber, Geoffrey Lancaster. 8th ed. Harlow, England ; New York : Prentice Hall/Financial Times, 2009. xx, 546 p. : ill. ; 25 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. Selling. Sales management. Lancaster, Geoffrey, 1938- 7 cbc orignew 1 ecip 20 y-gencatlg lcc BOOKS 3 0 0 lcc 0 0 MUC MUC TECH 2015-05-29 1 HF 5438.25 .J63 2009 1682 2018-05-31 2016-03-18 2015-05-29 BOOKS 0 0 lcc 0 0 MUC MUC 2015-05-29 1 HF 5438.25 .J63 2009 1681 2016-06-08 2016-05-25 2015-05-29 BOOKS 0 0 lcc 0 0 MUC MUC TECH 2015-05-29 0 HF 5438.25 .J63 2009 928 2018-05-31 2015-05-29 BOOKS 0 0 lcc 0 0 MUC MUC 2015-05-29 3 HF 5438.25 .J63 2009 1714 2017-10-13 2017-05-26 2015-05-29 BOOKS 0 0 lcc 0 0 MUC MUC TECH 2015-05-29 0 HF 5438.25 .J63 2009 5386 2018-05-31 2015-05-29 BOOKS 0 0 lcc 0 0 MUC MUC GEN 2015-09-17 Donation (B.F.A) 0 HF5438.25 .J63 2009 11730 2015-09-17 2015-09-17 BOOKS 0 0 lcc 0 0 MUC MUC GEN 2015-05-29 1 HF5438.25 .J63 2009 1756 2019-02-28 2019-02-28 2015-05-29 BOOKS