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20200312093000.0 |
| 008 |
100721s2009 enk eng |
| 020 |
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|a 0273720651 (pbk.)
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| 020 |
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|a 9780273720652 (pbk.)
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| 050 |
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|a HF5438.25
|b .J63 2009
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| 090 |
0 |
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|a HF5438.25
|b .J63 2009
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| 100 |
1 |
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|a Jobber, David ,
|d 1947- ,
|e author
|
| 245 |
1 |
0 |
|a Selling and sales management
|c David Jobber, Geoffrey Lancaster
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| 250 |
|
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|a 8th ed
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| 260 |
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|a Harlow, England :
|b Prentice Hall/Financial Times ,
|c c2009
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| 300 |
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|a xx, 546 p. :
|b ill. ;
|c 25 cm.
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| 504 |
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|a Includes bibliographical references and index
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| 505 |
0 |
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|a 1. Development and role of selling in marketing -- 2. Sales strategies -- 3. Consumer and organisational buyer behaviour -- 4. Sales settings -- 5. International selling -- 6. Law and ethical issues -- 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 -- 13. Recruitment and selection -- 14. Motivation and training -- 15. Organisation and control -- 16. Sales forecasting and budgeting -- 17. Salesforce evaluation
|
| 650 |
|
0 |
|a Sales management
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| 650 |
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0 |
|a Selling
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| 700 |
1 |
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|a Lancaster, Geoffrey ,
|d 1938- ,
|e author
|
| 999 |
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|a 1000134906
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
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