TY  - BOOK
AU  - Jobber, David,
AU  - Lancaster, Geoffrey,
TI  - Selling and Sales Management
SN  - 9780273720652 (pbk.)
AV  - HF5438.25 .J63 2009
U1  - 658.8/1 22
PY  - 2009///
CY  - Harlow, England, New York
PB  - Prentice Hall/Financial Times
KW  - Selling
KW  - Sears List of Subject Headings
KW  - Sales management
N1  - 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
ER  -