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Selling and Sales Management

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ISBN-10: 0273695797

ISBN-13: 9780273695790

Edition: 7th 2006 (Revised)

Authors: David Jobber, Geoffrey Lancaster, Peter Lancaster

List price: $125.33
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Description:

Selling and Sales Management 7th Edition, is a long standing classic book, which has been revised and updated to take into account recent developments in the theory and practice of selling. As well as covering all important elements of the marketing mix, it places emphasis on international aspects of selling and sales management. Ideal for students on sales management, marketing and business studies courses as well as field sales people and sales managers. The book is also essential reading for those taking professional qualifications at the CAM, the Instituteof Salesand Marketing Management and LCCI.
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Book details

List price: $125.33
Edition: 7th
Copyright year: 2006
Publisher: Prentice Hall PTR
Publication date: 5/18/2006
Binding: Paperback
Pages: 552
Size: 7.50" wide x 9.75" long x 1.25" tall
Weight: 2.288
Language: English

About the Authors
List of Figures
List of Tables
Preface
Acknowledgements
Sales Perspective
Development and Role of Selling in Marketing
Sales Strategies
Sales Environment
Consumer and Organisational Buyer Behaviour
Sales Settings
International Selling
Law and Ethical Issues
Sales Techniques
Sales Responsibilities and Preparation
Personal Selling Skills
Key Account Management
Relationship Selling
Direct Marketing
Internet and IT Applications in Selling and Sales Management
Sales Management
Recruitment and Selection
Motivation and Training
Organisation and Compensation
Sales Control
Sales Forecasting and Budgeting
Salesforce Evaluation
Further Reading
Index