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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Jobber, David, 1947-Contributor(s): Lancaster, Geoffrey, 1938-Material type: TextTextLanguage: English Publisher: India ; Pearson Education, 2006Edition: 6th edDescription: xviii, 476 p. : illISBN: 8177584529; 9788177584523Subject(s): Selling | Sales managementDDC classification: 658.81
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.
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Item type Current location Call number Status Date due Barcode
Books Institute of Public Enterprise, Library
S Campus 		658.81 JOB.S (Browse shelf) Available 34147

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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