An edition of Selling and Sales Management
(1994)
Selling and Sales Management
3rd edition
by Geoff Lancaster and David Jobber
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Subjects
Sales management, Selling, VerkooporganisatieShowing 1 featured edition. View all 1 editions?
| Edition | Availability |
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1
Selling and Sales Management
April 1994, Trans-Atlantic Publications
Paperback
in English
- 3rd edition
0273602950 9780273602958
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Book Details
Table of Contents
Part One Sales Perspective
1. Development and role of selling in marketing
2. Consumer and organisational buyer behaviour
3. Sales Strategies
Part Two Sales Technique
4. Sales responsibilities and preparation
5. Personal Selling Skills
Part Three Sales Environment
6. Sales settings
7. International selling
8. Law and ethical issues
Part Four Sales Management
9. Recruitment and selection
10. Motivation and training
11. Organisation and compensation
Part Five Sales Control
12. Sales forecasting
13. Budgeting and evaluation
Appendix 1 Examination Technique
Appendix 2 Customer Brief for Practical Exercise
Appendix 3 Leading Professional Bodies in the UK and Ireland
Biblographical References
Further Reading
Index
Classifications
The Physical Object
ID Numbers
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| November 1, 2021 | Edited by ImportBot | import existing book |
| August 18, 2020 | Created by ImportBot | import existing book |