Selling and sales management
By: David Jobber, Geoffrey Lancaster.
Contributors: Lancaster, Geoffrey, 1938-
Edition: 8th ed.
Publisher: Prentice Hall Financial Times
Published: 2009
Place of publication: New York
Language: eng
Number of pages: 568
ISBN-13: 9780273720652
Subjects: Selling; Sales management
Table of contents: title: Development and role of selling in marketing; title: Sales strategies; title: Consumer and organisational buyer behaviour; title: Sales settings; title: International selling; title: Law and ethical issues; title: Sales responsibilities and preparation; title: Personal selling skills; title: Key account management; title: Relationship selling; title: Direct marketing; title: Internet and IT applications in selling and sales management; title: Recruitment and selection; title: Motivation and training; title: Organisation and control; title: Sales forecasting and budgeting; title: Salesforce evaluation.