Selling and sales management

• Main Authors: Jobber, David, 1947- (Author), Lancaster, Geoff, 1938- (Author)
• Format: Book
• Language: English
• Published: Harlow, England ; New York : Prentice Hall/Financial Times, 2009
• Edition: 8th ed.
• Subjects: management prodeje; prodej; selling; sales management
• ISBN: 9780273720652
• Physical Description: xx, 546 s. : il. ; 25 cm

Table of 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