Jobber, David,  1947- <br/><br/>
Selling and sales management / 
David Jobber and Geoff Lancaster. 
 - 10th edition. 
 - xxii, 522 pages :  illustrations ;  25 cm 
<br/><br/> Includes index. 
<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 compensation -- Sales forecasting and budgeting -- Salesforce evaluation. 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>9781292078007 1292078006 
<br/><br/><label>LCCN: </label>2014046929 
<br/><br/><label>Nat. Bib. No.: </label>GBB541699  bnb 
<br/><br/><label>Nat. Bib. Agency Control No.: </label>017133244  Uk 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Sales management.<br/>Vente.<br/>Ventes--Gestion.<br/>selling.<br/>Business and Management.<br/>Sales management.<br/>Selling.<br/>Verkooporganisatie.<br/>Verkoop.<br/>F�ors�aljningsorganisation.<br/>Business and Management.
<br/><br/><label>Subjects--Index Terms: </label>Selling and sales management 
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .J63 2015 
<br/><br/><label>Dewey Class. No.: </label>658.81