Selling and sales management

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Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.

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Title Statements

Full title :Selling and sales management / David Jobber and Geoff Lancaster.

Summary

Edition Statements

Publication Date:2015
Edition:10th edition

Publication Statements

Publisher(s):Pearson
Place of Publication:Harlow, England
Language:eng
Publication Date:2015

Notes

Includes index.

The Physical Object

Description:xxii, 522 pages : : illustrations ; : 25 cm

Edition Identifiers

ISBN:9781292078007, 1292078006
oclc:ocn898113427
LC Classification:HF5438.25
Dewey Decimal:658.8/1

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 compensation -- Sales forecasting and budgeting -- Salesforce evaluation.