MTU Cork Library Catalogue

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Selling and sales management / David Jobber and Geoff Lancaster.

By: Jobber, David, 1947-.
Contributor(s): Lancaster, Geoffrey, 1938-.
Material type: materialTypeLabelBookPublisher: London : Pitman, 1997Edition: 4th ed.Description: xviii, 427 p. : ill. ; 25 cm. + pbk.ISBN: 0273625926.Subject(s): Sales managementDDC classification: 658.81
Contents:
Part One: Sales perspective -- Development and role of selling in marketing -- Consumer and organisational buyer behaviour -- Sales strategies -- Part Two: Sales technique -- Sales responsibilities and preparation -- Personal selling skills -- Selling to and managing major accounts -- Relationship selling -- Part Three: Sales environment -- Sales settings -- International selling -- Law and ethical issues -- Part Four: Sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Part Five: Sales control -- Sales forecasting -- Budgeting and evaluation.
Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
General Lending MTU Bishopstown Library Lending 658.81 (Browse shelf(Opens below)) 1 Available 00098374
Total holds: 0

Enhanced descriptions from Syndetics:

This sales management text covers topics such as direct marketing, computer aided sales support, trade marketing, major account selling and forecasting. It includes a range of examples and cases as well as exam questions for student self-testing.

Includes bibliographical references (pages 407-414) and index.

Part One: Sales perspective -- Development and role of selling in marketing -- Consumer and organisational buyer behaviour -- Sales strategies -- Part Two: Sales technique -- Sales responsibilities and preparation -- Personal selling skills -- Selling to and managing major accounts -- Relationship selling -- Part Three: Sales environment -- Sales settings -- International selling -- Law and ethical issues -- Part Four: Sales management -- Recruitment and selection -- Motivation and training -- Organisation and compensation -- Part Five: Sales control -- Sales forecasting -- Budgeting and evaluation.

Table of contents provided by Syndetics

  • About the Authors
  • List of Figures
  • List of Tables
  • Preface
  • Acknowledgements
  • Part One Sales Perspective
  • 1 Development and Role of Selling in Marketing
  • 2 Sales Strategies
  • Part Two Sales Environment
  • 3 Consumer and Organisational Buyer Behaviour
  • 4 Sales Settings
  • 5 International Selling
  • 6 Law and Ethical Issues
  • Part Three 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 Four Sales Management
  • 13 Recruitment and Selection
  • 14 Motivation and Training
  • 15 Organisation and Compensation
  • Part Five Sales Control
  • 16 Sales Forecasting and Budgeting
  • 17 Salesforce Evaluation
  • Appendix: Examination Technique
  • Further Reading
  • Index

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