Selling and sales management / David Jobber, Geoffrey Lancaster.

By:

Jobber, David, 1947-

Contributor(s):

Lancaster, Geoffrey, 1938-

Material type: Text

TextPublication details: Harlow, England ; New York : Pearson Education, 2011.[4th impression]Edition: 7th edDescription: xxi, 526 p. : ill. ; 24 cmISBN:

978-0273762652

Subject(s):

DDC classification:

658.8/1 J62s 2011 22

LOC classification:

HF5438.25 .J63 2009

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 control -- Sales forecasting and budgeting -- Salesforce evaluation.

Tags from this library: No tags from this library for this title. Log in to add tags.

Holdings
Item type	Current library	Call number	Copy number	Status	Barcode
Books	Premier University Business Library	658.8/1 J62s 2011	1	Available	16696
Books	Premier University Business Library	658.8/1 J62s 2011	2	Available	16698
Books	Premier University Business Library	658.8/1 J62s 2011	3	Available	16697
Books	Premier University Business Library	658.8/1 J62s 2011	4	Available	16695
Books	Premier University Central Library	658.8/1 J62s 2011	5	Available	16699

Includes bibliographical references and index.

BBA , MBA , EMBA .

There are no comments on this title.

to post a comment.