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| LEADER |
01230pamaa2200229 4500 |
| 001 |
0000046564 |
| 005 |
20121206090000.0 |
| 008 |
100120 eng |
| 020 |
0 |
0 |
|a 9780273720652 (pbk.)
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| 090 |
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|a HF5438.25
|b JOB 2009
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| 100 |
1 |
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|a Jobber
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| 245 |
1 |
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|a Selling and sales management
|c David Jobber, Geoffrey Lancaster.
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| 250 |
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|a 8th ed.
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| 260 |
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|a Harlow, England ; New York:
|b Prentice Hall/Financial Times,
|c 2009.
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| 300 |
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|a xx, 546 p.:
|b ill.;
|c 25 cm.
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| 501 |
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|a BATUH
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| 504 |
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|a Includes bibliographical references and index
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| 505 |
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|a 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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| 650 |
0 |
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|a Selling
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| 650 |
0 |
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|a Sales management
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| 700 |
1 |
1 |
|a Lancaster,
|h Geoffrey
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| 901 |
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|u www.pearson-books.com
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