Selling and sales management - Jobber; Lancaster (Harlow, England ; New York: Prentice Hall/Financial Times, 2009)
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
BATUH
Includes bibliographical references and index
Keywords: Selling; Sales management