2/9/2017 PearsonSellingandSalesManagement,9/EDavidJobber&GeoffreyLancaster

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Marketing/SalesManagement/SellingandSalesManagement,9/E

SellingandSalesManagement,9/E Downloadresources
DavidJobber,ProfessorofMarketing,UniversityofBradford
Additionaloptions
GeoffreyLancaster,ChairmanofDurhamAssociatedLtd,ProfessorUniversityof
NorthLondonandChiefExaminer,InstituteofSalesandMarketingManagement

Aneweditionisavailablenow!

ISBN10:0273762656ISBN13:9780273762652
2012PearsonPaper,592pp
Viewlargercover Published26Apr2012

ThisitemhasbeenreplacedbySellingandSalesManagement10thedn,10/E.

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Inthissection:
TableofContents

AboutThisProduct
PartOne:SalesPerspective
Features
1Developmentandroleofsellinginmarketing
NewtoThisEdition
2Salesstrategies
TableofContents

AbouttheAuthor(s) PartTwo:SalesEnvironment

BackcoverCopy 3Consumerandorganisationalbuyerbehaviour
4Salessettings
Courses
5Internationalselling
6Lawandissues

PartThree:SalesTechnique

7Salesresponsibilitiesandpreparation
8Personalsellingskills
9Keyaccountmanagement
10Relationshipselling
11Directmarketing
12InternetandITapplicationsinsellingandsalesmanagement

PartFour:Salesmanagement

13Recruitmentandselection
14Motivationandtraining
15Organisationandcompensation

PartFive:SalesControl

16Salesforecastingandbudgeting
17Salesforceevaluation

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