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Selling and sales management / David Jobber, Geoffrey Lancaster.

By: Contributor(s): Material type: TextTextPublication details: Harlow, England ; New York : Prentice Hall/Financial Times, 2009.Edition: 8th edDescription: xx, 546 p. : ill. ; 25 cmISBN:
  • 9780273720652 (pbk.)
  • 0273720651 (pbk.)
Subject(s): DDC classification:
  • 22
LOC classification:
  • HF5438.25  .J63 2009
Contents:
Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.
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Holdings
Item type Current library Collection Call number Copy number Status Date due Barcode
Books Books Zetech Library - Pioneer Reference Non-fiction HF 5438.25 .J63 2009 (Browse shelf(Opens below)) C1 Not For Loan Z002633

Includes bibliographical references and index.

Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation.

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