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" Selling and sales management / "
David Jobber, Geoffrey Lancaster.
| Document Type
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BL
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| Record Number
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1029233
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| Doc. No
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b783603
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| Main Entry
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Jobber, David,1947-
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| Title & Author
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Selling and sales management /\ David Jobber, Geoffrey Lancaster.
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| Edition Statement
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8th ed.
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| Publication Statement
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Harlow, England ;New York :: Prentice Hall/Financial Times,, 2009.
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| Page. NO
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xx, 546 pages :: illustrations ;; 25 cm
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| ISBN
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0273720651
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: 9780273720652
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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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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| Abstract
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Logically structured, this book covers the practice of selling, sales channels, recruitment and training, and sales control. This edition places particular emphasis on the international aspects of selling and sales management.
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| Subject
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Sales management.
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| Subject
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Selling.
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Sales management.
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| Subject
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Selling.
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Verkauf
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| Dewey Classification
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658.8/1
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| LC Classification
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HF5438.25.J63 2009
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| NLM classification
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QP 620rvk
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QP 621rvk
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| Added Entry
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Lancaster, Geoffrey,1938-
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