01230pamaa2200229 4500 0000046564 20121206090000.0 100120 eng 9780273720652 (pbk.) HF5438.25 JOB 2009 Jobber Selling and sales management David Jobber, Geoffrey Lancaster. 8th ed. Harlow, England ; New York: Prentice Hall/Financial Times, 2009. xx, 546 p.: ill.; 25 cm. BATUH Includes bibliographical references and index 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 Selling Sales management Lancaster, Geoffrey www.pearson-books.com