Selling and Sales Management / David Jobber and Geoffrey Lancaster.
Harlow, England New York : Prentice Hall/Financial Times, c2009Edition: Eighth editionDescription: xxi, 546 pages : illustrations ; 25 cmContent type:- text
- unmediated
- volume
- 9780273720652 (pbk.)
- 0273720651 (pbk.)
- 658.8/1 22
- HF5438.25 .J63 2009
| Item type | Current library | Collection | Shelving location | Call number | Status | Date due | Barcode | |
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Reading Room Books and Pamphlets
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Main Campus | Reserve Book Collection | Reserve Book Collection | RBC 658.81 JOB (Browse shelf(Opens below)) | Available | 079777 | ||
Overnight Books and Pamphlets
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Main Campus | Reserve Book Collection | Reserve Book Collection | RBC 658.81 JOB (Browse shelf(Opens below)) | Available | 079776 |
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| RBC 658.81 JOB Selling and Sales Management / | RBC 658.81 JOB Selling and Sales Management / | RBC 658.81 JOB Selling and Sales Management / | RBC 658.81 JOB Selling and Sales Management / | RBC 658.812 BLA Customer Mania! : It's never too late to build a customer-focused company / | RBC 658.812 DUT AMA Handbook for Customer Satisfaction : Research, Planning and Implementation / | RBC 658.812 HAR Customer Service : A Practical Approach / |
Includes bibliographical references 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 control -- Sales forecasting and budgeting -- Salesforce evaluation.
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