Jobber, David,  1947- <br/><br/>
Selling and sales management / 
David Jobber and Geoff Lancaster. 
 - 4th ed. 
 - London :  Pitman,  1997. 
 - xviii, 427 p. :  ill. ;  25 cm. +  pbk. 
<br/><br/>Includes bibliographical references (pages 407-414) and index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0273625926 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.
<br/><br/><label>Dewey Class. No.: </label>658.81