TY  - BOOK
AU  - Jobber, David
TI  - Selling and sales management 
SN  - 9789352866045
U1  - 658.81 
PY  - 2020///
CY  - New Delhi
PB  - Pearson India Education Services Pvt. Ltd.
KW  - Sales management
N1  - Table of Content
List 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
Index\
N2  - Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area.

This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. 

This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and comprehensive coverage of key account management

ER  -