Jobber,  David  <br/><br/>
Selling and Sales Management  

 - 10 ed. 
 - Noida  Pearson Education  2025 
 - 522 p. 
<br/><br/>List of figures <br/><br/><br/>List of tables<br/><br/><br/>About the authors<br/><br/><br/>Preface<br/><br/><br/>Acknowledgements<br/><br/><br/>Part 1 Sales perspective<br/><br/><br/>1 Development and role of selling in marketing<br/><br/><br/>2 Sales strategies<br/><br/><br/>Part 2 Sales environment<br/><br/><br/>3 Consumer and organisational buyer behaviour<br/><br/><br/>4 Sales settings<br/><br/><br/>5 International selling<br/><br/><br/>6 Law and issues  <br/><br/><br/>Part 3 Sales technique  <br/><br/><br/>7 Sales responsibilities and preparation <br/><br/><br/>8 Personal selling skills  <br/><br/><br/>9 Key account management  <br/><br/><br/>10   Relationship selling <br/><br/><br/>11   Direct marketing  <br/><br/><br/>12   Internet and IT applications in selling and sales management <br/><br/><br/>Part 4 Sales management<br/><br/><br/>13   Recruitment and selection  <br/><br/><br/>14   Motivation and training<br/><br/><br/>15   Organisation and compensation <br/><br/><br/>Part 5 Sales control <br/><br/><br/>16   Sales forecasting and budgeting <br/><br/><br/>17   Salesforce evaluation <br/><br/><br/>Appendix: Case studies and discussion questions<br/><br/><br/>Index\ 
<br/><br/><label>ISBN: </label>9789352866045 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Communication & Management 
<br/><br/><label>Dewey Class. No.: </label>658.81  / JOB