Selling and sales management

By: Jobber, DavidContributor(s): Lancaster, GeoffMaterial type: TextTextPublication details: Harlow, England ; New York : Financial Times/Prentice Hall, 2006Edition: 7th edDescription: xxi, 526 pages : illustrationsISBN: 9780273695790 ; 0273695797 ; 9780273674153; 0273674153 Subject(s): Selling | Sales managementDDC classification: 658.81
Contents:
1. Development and role of selling in marketing -- 2. Sales strategies -- 3. Consumer and organisational buyer behaviour -- 4. Sales settings -- 5. International selling -- 6. Law and ethical issues -- 7. Sales responsibilities and preparation -- 8. Personal selling skills -- 9. Key account management -- 10. Relationship selling -- 11. Direct marketing -- 12. Internet and IT applications in selling and sales management -- 13. Recruitment and selection -- 14. Motivation and training -- 15. Organisation and compensation -- 16. Sales forecasting and budgeting -- 17. Salesforce evaluation.
Summary: Logically structured in parts, this book covers the sales perspective, the practice of selling, sales channels, recruitment and training, and sales control. This edition contains the most up-to-date information available
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Holdings
Item type Current library Collection Call number Status Date due Barcode Item holds
Reference Books Reference Books Main Library
Reference 		Reference 658.81 JOB (Browse shelf(Opens below)) Available 010634
Total holds: 0

Includes index

1. Development and role of selling in marketing --
2. Sales strategies --
3. Consumer and organisational buyer behaviour --
4. Sales settings --
5. International selling --
6. Law and ethical issues --
7. Sales responsibilities and preparation --
8. Personal selling skills --
9. Key account management --
10. Relationship selling --
11. Direct marketing --
12. Internet and IT applications in selling and sales management --
13. Recruitment and selection --
14. Motivation and training --
15. Organisation and compensation --
16. Sales forecasting and budgeting --
17. Salesforce evaluation.

Logically structured in parts, this book covers the sales perspective, the practice of selling, sales channels, recruitment and training, and sales control. This edition contains the most up-to-date information available

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