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Selling and sales management

Author: David Jobber; Geoffrey Lancaster
Publisher: Harlow, England ; New York : Prentice Hall/Financial Times, 2009.
Edition/Format:   Print book : English : 8th edView all editions and formats
Summary:
Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: David Jobber; Geoffrey Lancaster
ISBN: 9780273720652 0273720651
OCLC Number: 299382120
Description: xx, 546 pages : illustrations ; 25 cm
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.
Responsibility: David Jobber, Geoffrey Lancaster.

Abstract:

Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of  Read more...

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