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Selling & sales management

Author: David Jobber; Geoffrey Lancaster
Publisher: Harlow, England ; New York : Financial Times Prentice Hall, 2000.
Edition/Format:   Print book : English : 5th edView all editions and formats
Summary:

For undergraduate courses in selling and essential for students taking the CIM certificate in selling, the Advance certificate in Sales Management and those taking professional studies exams for CAM.  Read more...

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Details

Document Type: Book
All Authors / Contributors: David Jobber; Geoffrey Lancaster
ISBN: 0273642103 9780273642107
OCLC Number: 43390745
Description: xviii, 453 pages : illustrations ; 25 cm
Contents: 1. Development and role of selling in marketing --
2. Consumer and organisational buyer behaviour --
3. Sales strategies --
4. Sales responsibilities and preparation --
5. Personal selling skills --
6. Selling to and managing key accounts --
7. Relationship selling --
8. Direct marketing and information technology applications in sales --
9. Sales settings --
10. International selling --
11. Law and ethical issues --
12. Recruitment and selection --
13. Motivation and training --
14. Organisation and compensation --
15. Sales forecasting --
16. Budgeting and evaluation --
App. 1. Case studies in selling --
App. 2. Examination technique --
App. 3. Leading professional bodies in the UK and Ireland.
Other Titles: Selling and sales management
Responsibility: David Jobber, Geoff Lancaster.

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