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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Contributor(s): Material type: TextTextLanguage: English Publication details: India ; Pearson Education, 2006.Edition: 6th edDescription: xviii, 476 p. : illISBN:
  • 8177584529
  • 9788177584523
Subject(s): DDC classification:
  • 658.81 JOB.S
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 library Call number Status Date due Barcode
Books Institute of Public Enterprise, Library S Campus 658.81 JOB.S (Browse shelf(Opens below)) 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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