TY  - BOOK
AU  - Jobber,David
AU  - Lancaster,Geoffrey
TI  - Selling and sales management
SN  - 9781292078007
AV  - HF5438.25 .J63 2015
U1  - 658.81 23
PY  - 2015///]
CY  - Harlow, England, New York
PB  - Pearson
KW  - Selling
KW  - Sales management
KW  - Vente
KW  - Ventes
KW  - Gestion
KW  - selling
KW  - aat
KW  - Business and Management
KW  - eflch
KW  - fast
KW  - Verkooporganisatie
KW  - gtt
KW  - Verkoop
KW  - F�ors�aljningsorganisation
KW  - sao
KW  - ukslc
KW  - Selling and sales management
N1  - Includes index; 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 compensation -- Sales forecasting and budgeting -- Salesforce evaluation
N2  - 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
ER  -