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Selling & Sales Management

David JobberGeoffrey Lancaster

出版	Pearson Education, 2000
主題	Business & Economics / Marketing / GeneralBusiness & Economics / Sales & Selling / GeneralBusiness & Economics / Sales & Selling / Management
ISBN	02736421039780273642107
URL	http://books.google.com.hk/books?id=cg9vQgAACAAJ&hl=&source=gbs_api

註釋

This best-selling textbook, now in its fifth edition, has been thoroughly revised and updated to take account of recent developments in the theory and practice of selling.Updates to the book include: *a new chapter covering Direct Marketing and Information Technology Applications in Sales, including explanations for the growth in direct marketing activity, database marketing, managing a direct marketing campaign, ethical issues in direct marketing, account management, sales management, telemarketing and retailing.*'Selling and Sales Management in Action' vignettes to show how sales theory works in practice*increased coverage of important areas such as training sales managers, franchising and services*many new practical exercises at the end of chapters and a new extended case, covering Allwarm Knitting, in the final chapter Selling and Sales Management is logically structured in five parts covering the sales perspective - the role of selling within the wider context of marketing; the sales techniques - the practice of selling; the sales environment - sales channels; sales management - recruitment and training; and sales control - budgets, business planning and sales forecasting. Th