000			02106nam a22002057a 4500
999			_c2139 _d2139
005			20220322173844.0
008			220322b ||||| |||| 00| 0 eng d
020			_a9789352866045
082			_a658.81 _bJOB
100			_aJobber, David _95034
245			_aSelling and sales management
250			_a10th
260			_bPearson India Education Services Pvt. Ltd. _aNew Delhi _c2020
300			_axxii, 522 p.
365			_aINR _b825.00
504			_aTable 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\
520			_aOver 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.
650			_aSales management _91111
942			_2ddc _cBK