Midlands State University Library
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Selling and sales management created by David Jobber and Geoff Lancaster

By: Contributor(s): Material type: TextTextPearson, 2015Edition: Tenth EditionDescription: xxii, 522 pages; coloured illustrations; 25 cmContent type:
  • text
Media type:
  • rdamedia
Carrier type:
  • rdacarrier
ISBN:
  • 9781292078007
Subject(s): LOC classification:
  • HF5438.25 JOB
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 compensation Sales forecasting and budgeting Salesforce evaluation
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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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book Book Batanai Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 89771 Available BK57743
Book Book Harare Campus Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 89779 Available BK58091
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 156856 Available BK144427
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 156855 Available 144411
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 156855 Available BK144941
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 156789 Available 144424
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 156789 Available BK144823
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 141508 Available BK122821
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 141507 Available BK122857
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 141506 Available BK122830
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 102949 Available BK72182
Book Book Main Library Open Shelf HF5438.25 JOB (Browse shelf(Opens below)) 102879 Available BK72165

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

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