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Selling And Sales Management 6e(pb)2008 by Jobber
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  SPECIFICATION
SELLING AND SALES MANAGEMENT 7e(pb)2009
Author: DAVID JOBBER
ISBN: 9788131725863
Year: 2009
Publisher: PEARSON EDUCATION ASIA
Category: MARKETING & SALES/ CUSTOMER CARE
Edition: 7
Format: Paperback
Language: English
Pages: 526
 ABOUT THE TITLE
Selling and Sales Management 7th Edition is a long standing classic book, which has been revised and updated to take into account recent developments in the theory and practice of selling. As well as covering all important elements of the marketing mix, it places emphasis on international aspects of
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 TABLE OF CONTENTS
Part I: Sales Perspective
1. Development and Role of Selling in Marketing
2. Sales Strategies
Part II: Sales Environment
3. Consumer and Organisational Buyer Behaviour
4. Sales Settings
5. International Selling
6. Law and Ethical Issues
Part III: Sales Techniques
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 IV: Sales Management
13. Recruitment and Selection
14. Motivation and Training
15. Organisation and Compensation
Part V: Sales Control
16. Sales Forecasting and Budgeting
17. Sales force Evaluation
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