TY  - BOOK
AU  - Jobber,David
AU  - Lancaster,Geoffrey
TI  - Selling and sales management
SN  - 9780273720652
U1  - 658.81 
PY  - 2009///
CY  - Harlow, etc.
PB  - Prentice Hall Financial Times
KW  - Selling
KW  - Sales management
N1  - Includes bibliographical references and index; Pt. 1. Sales perspective -- 
Ch. 1. Development and role of selling in marketing -- 
Ch. 2. Sales strategies -- 
Pt. 2. Sales environment -- 
Ch. 3. Consumer and organisational buyer behaviour -- 
Ch. 4. Sales settings -- 
Ch. 5. International selling -- 
Ch. 6. Law and ethical issues -- 
Pt. 3. Sales technique -- 
Ch. 7. Sales responsibilities and preparation -- 
Ch. 8. Personal selling skills -- 
Ch. 9. Key account management -- 
Ch. 10. Relationship selling -- 
Ch. 11. Direct marketing -- 
Ch. 12. Internet and IT applications in selling and sales management -- 
Pt. 4. Sales management -- 
Ch. 13. Recruitment and selection -- 
Ch. 14. Motivation and training -- 
Ch. 15. Organisation and control -- 
Pt. 5. Sales control -- 
Ch. 16. Sales forecasting and budgeting -- 
Ch. 17. Salesforce evaluation -- 
Appendix: Cases and discussion questions
N2  - Selling and Sales Management 8 ed. is essential reading for all marketing and management students and practitioners, in particular, those with specific interests in the world of sales.  The text is split into five logical parts: Sales Perspective, Sales Technique, Sales Environment, Sales Management and Sales Control. 

This edition places emphasis on international aspects of selling and sales management whilst also covering all of the important elements of the marketing mix.  Topics covered include Sales Strategies, Key Account Management, Sales Forecasting and Budgeting, and the Role of Selling in Marketing
ER  -