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A widely used textbook and reference for students and practitioners of sales management that presents a comprehensive, structured view of selling and managing sales forces. The book is organized into five logical parts — Sales Perspective, Sales Environment, Sales Technique, Sales Management, and Sales Control — covering everything from the evolution and role of selling, buyer behavior, personal selling and key-account management, to recruitment, training, forecasting, budgeting, and evaluation of sales forces. The 8th edition updates content with contemporary case studies, increased coverage of technology, ethics, B2B/B2C selling, and global selling environments, making it relevant for modern sales professionals and managers

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245: $a: Selling and Sales Management
245: $b:
082: $a:
100: $a: David Jobber & Geoffrey Lancaster
650: $a: Sales Management
250: $a:
440: $v:
250: $b: Prentice Hall
250: $c: 2009
020: $a: 978-0273720652
300: $a: 568