The Co-operative University of Kenya

Selling and Sales Management David Jobber, Geoffrey Lancaster.

By: Jobber, David, 1947-Material type: TextTextPublication details: Harlow, England ; New York Prentice Hall/Financial Times, 2000Edition: 5th edDescription: xvii, 453p.: ill. 25cmISBN: 9780273720652 (pbk.), 0273720651 (pbk.)Subject(s): selling, Sales managementLOC classification: HF5438.25 | .J63 2000
Contents:
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.
List(s) this item appears in: marketing
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
General book General book Karen
HF5438.25 .J63 2000 (Browse shelf(Opens below)) 1 Available 011284
General book General book Karen
HF5438.25 .J63 2000 (Browse shelf(Opens below)) 2 Available 011283
Short Loan Short Loan Karen
HF5438.25 .J63 2000 (Browse shelf(Opens below)) 3 Available 011282
General book General book Karen
HF5438.25 .J63 2000 (Browse shelf(Opens below)) 4 Available 2021-0421

Includes bibliographical references and index.

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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