TY  - BOOK
AU  - Jobber, David
AU  - David
TI  - SELLING AND SALES MANAGEMENT
SN  - 9789352866045
U1  - 658.81 JOB-S 
PY  - 2009///
CY  - New Delhi
PB  - Pearson
KW  - SELLING AND SALES MANAGEMENT
N1  - 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
UR  - https://books.google.co.in/books?id=vYhOzTJZhc0C&printsec=frontcover&dq=selling+and+sales+management+by+jobber&hl=en&sa=X&ved=0ahUKEwirpZyNqu7kAhVBzmEKHTFVDPoQ6AEILzAB#v=onepage&q=selling%20and%20sales%20management%20by%20jobber&f=false
ER  -