Development and role of selling in marketing
Sales strategies
Consumer and organisational buyer behaviour
Sales settings
International selling
Law and ethical issues
Sales responsibilities and preparation
Personal selling skills
Key account management
Relationship selling
Direct marketing
Internet and IT applications in selling and sales management
Recruitment and selection
Motivation and training
Organisation and control
Sales forecasting and budgeting
Salesforce evaluation.
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Selling and sales management by David Jobber. ISBN 9780273720652. Published by Financial Times Prentice Hall in 2009. Publication and catalogue information, links to buy online and reader comments.
