Selling and sales management - Jobber, David; Lancaster, Geoff (Delhi Dorling Kindersley India Pvt. Ltd., 2009)
Pt 1: Sales perspective, Ch 1- Development, and Role of Selling in India Ch 2- Sales Strategies Pt 2: Sales Environment Ch 3- Consumer and Organisational Buyer Bahavior Ch 4- Sales Setting Ch 5- International Selling Ch 6- Law and Ethical Issues Pt 3:Sales Technique Ch 7- Sales Responsibility and Preparation Ch 8 - Personal Selling Skills Ch 9- Key account Management Ch 10- Relationship Selling Ch 11- Direct Marketing Ch 12- Internet and IT Applications in Selling and Sales Management Pt 4:Sales Management Ch 13- Recruitment and Selection Ch 14- Motivation and Training Ch 15-Organisation Compensation Pt 5: Sales Control Ch 16- Sales Forecasting and Budgeting Ch 17- Salesforce Evaluation Sales control.
Includes index
Keywords: Manegement; Sales management