TY  - BOOK
AU  - Manning,Gerald L.
AU  - Jobber,David
ED  - University of South Australia.
TI  - Personal selling and sales management
SN  - 9781442500631 (pbk.)
U1  - 658.85 
PY  - 2008///
CY  - Frenchs Forest, N.S.W.
PB  - Pearson Education Australia
KW  - Selling
KW  - Sales management
N1  - "This custom book is compiled from: Selling today : creating customer value, 10th edition, Manning & Reece; Selling and sales management, 7th edition, Jobber & Lancaster."; "A Pearson Education Australia custom book [for the] University of South Australia"; "Pearson Custom Publishing."; Topic1: Overview of Personal Selling & Sales Management-- Topic2: Sales Forecasting and Salesforce Evaluation-- Topic4: Relationship Selling Strategy-- Topic5: Ethics in Selling-- Topic6: Beyond Just Selling Products-- Topic7: Understanding Buyers Behaviour & Customer Needs-- Topic8: The Selling Process- Prospecting & Qualifying-- Topic9: The Approach-- Topic10: Effective Sales Presentations & Demonstrations-- Topic11: Negotoations & Closing the Sale-- Topic12: Account Management-- Topic13: Self- Management, Communication Styles. International Issues and Sales Force Automation
ER  -