000			01751cam a2200361 a 4500
001			0000038618
005			20230802173218.0
008			230802b |||||||| |||| 00| 0 eng d
010			_a 2009002925
020			_a9780273720652 (pbk.)
020			_a0273720651 (pbk.)
035			_a(OCoLC)ocn299382120
040			_aDLC _cDLC _dYDXCP _dBWKUK _dBWK _dCDX _dDLC _erda
050			_aHF5438.25 _b.J63 2009
082			_a658.8/1 _222
100			_aJobber, David, _d1947-.
245			_aSelling and Sales Management / _cDavid Jobber and Geoffrey Lancaster.
250			_aEighth edition.
264			_aHarlow, England _aNew York : _bPrentice Hall/Financial Times, _cc2009.
300			_axxi, 546 pages : _billustrations ; _c25 cm.
336			_2rdacontent _atext
337			_2rdamedia _aunmediated
338			_2rdacarrier _avolume
504			_aIncludes bibliographical references and index.
505	0		_aDevelopment 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.
650			_aSelling. _2Sears List of Subject Headings.
650			_aSales management. _2Sears List of Subject Headings.
700			_aLancaster, Geoffrey, _d1938-.
908			_a090122s2009\\\\enka\\\\\b\\\\001\0\eng
908			_a160531
942			_cBK _2ddc
999			_c645 _d645