Selling and Sales Management

By:

Jobber, David

Material type: Text

TextLanguage: Engilsh Publication details: Noida Pearson Education 2025Edition: 10 edDescription: 522 pISBN:

9789352866045

Subject(s):

Communication & Management

DDC classification:

658.81 JOB

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Holdings
Item type	Current library	Call number	Copy number	Status	Barcode
Books	Jawaharlal Nehru Library	658.81/JOB (Browse shelf(Opens below))	2024-25/1234, 17/02/2025	Available	395277
Books	Jawaharlal Nehru Library	658.81/JOB (Browse shelf(Opens below))	2024-25/1234, 17/02/2025	Available	395278
Books	Jawaharlal Nehru Library	658.81/JOB (Browse shelf(Opens below))	2024-25/1234, 17/02/2025	Available	395279
Books	Jawaharlal Nehru Library	658.81/JOB (Browse shelf(Opens below))	2024-25/1234, 17/02/2025	Available	395280
Books	Jawaharlal Nehru Library	658.81/JOB (Browse shelf(Opens below))	2024-25/1234, 17/02/2025	Available	395281

List of figures

List of tables

About the authors

Preface

Acknowledgements

Part 1 Sales perspective

1 Development and role of selling in marketing

2 Sales strategies

Part 2 Sales environment

3 Consumer and organisational buyer behaviour

4 Sales settings

5 International selling

6 Law and issues

Part 3 Sales technique

7 Sales responsibilities and preparation

8 Personal selling skills

9 Key account management

10 Relationship selling

11 Direct marketing

12 Internet and IT applications in selling and sales management

Part 4 Sales management

13 Recruitment and selection

14 Motivation and training

15 Organisation and compensation

Part 5 Sales control

16 Sales forecasting and budgeting

17 Salesforce evaluation

Appendix: Case studies and discussion questions

Index\

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