Jobber, David,  1947- <br/><br/>
Selling and sales management / 
David Jobber, Geoffrey Lancaster. 
 - 6th ed. 
 - India ;  Pearson Education,  2006. 
 - xviii, 476 p. :  ill. ; 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>8177584529 9788177584523 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.
<br/><br/><label>Dewey Class. No.: </label>658.81  / JOB.S