Selling and sales management
Jobber, David
Selling and sales management created by David Jobber and Geoff Lancaster - Tenth Edition - xxii, 522 pages; coloured illustrations; 25 cm.
Includes bibliography 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 compensation
Sales forecasting and budgeting
Salesforce evaluation
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
9781292078007
Selling
Sales management
Selling
HF5438.25 JOB
Selling and sales management created by David Jobber and Geoff Lancaster - Tenth Edition - xxii, 522 pages; coloured illustrations; 25 cm.
Includes bibliography 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 compensation
Sales forecasting and budgeting
Salesforce evaluation
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
9781292078007
Selling
Sales management
Selling
HF5438.25 JOB