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Selling and sales management / David Jobber and Geoff Lancaster.

By: Contributor(s): Material type: TextTextPublisher: Harlow, England ; New York : Pearson, [2015]Edition: 10th editionDescription: xxii, 522 pages : illustrations ; 25 cmContent type:
  • text
Media type:
  • Book
Carrier type:
  • volume
ISBN:
  • 9781292078007
  • 1292078006
Subject(s): DDC classification:
  • 658.81 23
LOC classification:
  • HF5438.25 .J63 2015
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 compensation -- Sales forecasting and budgeting -- Salesforce evaluation.
Summary: 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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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode
Books Books Botho University Lesotho Open Shelves Faculty Business & Accounting 658.81 (Browse shelf(Opens below)) 1 Available BK000690

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.

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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