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- List of figures
- List of tables
- About the authors
- Preface
- Acknowledgements
- Part One Sales perspective
- 1 The role of selling
- 2 The marketing concept
- 3 Sales and marketing planning
- Part Two Sales environment
- 4 Consumer and organisational buyer behaviour
- 5 Sales contexts and customer management
- 6 International selling
- Part Three Sales practice
- 7 Sales responsibilities and preparation
- 8 Personal selling skills
- 9 Key account management
- 10 Relationship selling
- 11 Multi-channel selling
- Part Four Sales management
- 12 Sales management and technology
- 13 Recruitment and selection
- 14 Motivation and training
- 15 Structuring the sales force and rewards
- 16 Sales forecasting and budgeting
- 17 Sales force evaluation
- Appendix: Case studies and discussion questions
- Index
- List of figures
- List of tables
- About the authors
- Preface
- Acknowledgements
- Part One Sales perspective
- 1 The role of selling
- 2 The marketing concept
- 3 Sales and marketing planning
- Part Two Sales environment
- 4 Consumer and organisational buyer behaviour
- 5 Sales contexts and customer management
- 6 International selling
- Part Three Sales practice
- 7 Sales responsibilities and preparation
- 8 Personal selling skills
- 9 Key account management
- 10 Relationship selling
- 11 Multi-channel selling
- Part Four Sales management
- 12 Sales management and technology
- 13 Recruitment and selection
- 14 Motivation and training
- 15 Structuring the sales force and rewards
- 16 Sales forecasting and budgeting
- 17 Sales force evaluation
- Appendix: Case studies and discussion questions
- Index
| Erscheinungsjahr: | 2019 |
|---|---|
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781292205021 |
| ISBN-10: | 1292205024 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Jobber, David
Lancaster, Geoffrey Le Meunier-Fitzhugh, Kenneth |
| Auflage: | 11 ed |
| Hersteller: | Pearson Education Limited |
| Maße: | 246 x 187 x 30 mm |
| Von/Mit: | David Jobber (u. a.) |
| Erscheinungsdatum: | 11.04.2019 |
| Gewicht: | 0,948 kg |
| Erscheinungsjahr: | 2019 |
|---|---|
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781292205021 |
| ISBN-10: | 1292205024 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Jobber, David
Lancaster, Geoffrey Le Meunier-Fitzhugh, Kenneth |
| Auflage: | 11 ed |
| Hersteller: | Pearson Education Limited |
| Maße: | 246 x 187 x 30 mm |
| Von/Mit: | David Jobber (u. a.) |
| Erscheinungsdatum: | 11.04.2019 |
| Gewicht: | 0,948 kg |
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