Dr. S. R. Lasker Library Online Catalogue

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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Jobber, David, 1947-Contributor(s): Lancaster, Geoffrey, 1938-Material type: TextTextLanguage: English Publication details: Harlow, England ; New York : Prentice Hall/Financial Times, 2009. Edition: 8th edDescription: xx, 546 p. : ill. ; 25 cmISBN: 9780273720652 (pbk.); 0273720651 (pbk.)Subject(s): Selling | Sales managementDDC classification: 658.81 LOC classification: HF5438.25 | .J63 2009Online resources: Ebook Fulltext
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 control -- Sales forecasting and budgeting -- Salesforce evaluation.
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Holdings
Item type Current library Collection Call number Status Date due Barcode Item holds
E-Book E-Book Dr. S. R. Lasker Library, EWU
E-book 		Non-fiction 658.81 JOS 2009 (Browse shelf(Opens below)) Not for loan
Total holds: 0

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

BA

Sagar Shahanawaz

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