TY  - BOOK
AU  - Jobber,David
AU  - Lancaster,Geoffrey
TI  - Selling and sales management 
SN  - 9781292078007
AV  - HF5438.25 JOB 
PY  - 2015///
PB  - Pearson
KW  - Selling
KW  - Sales management
N1  - 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
N2  - 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
ER  -