000			01528nam a2200205Ia 4500
999			_c1769 _d1769
003			OSt
005			20190926165625.0
008			140801s2009 xx 000 0 und d
020			_a9789352866045
082			_a658.81 JOB-S
100			_aJobber, David
245			_aSELLING AND SALES MANAGEMENT
250			_a7th
260			_bPearson _c2009 _aNew Delhi
500			_aList 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
650			_aSELLING AND SALES MANAGEMENT
700			_aDavid
856			_uhttps://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
942			_2ddc _cBK