Prodaja i upravljanje prodajom
Basic information
- Author: Jobber David | Geoff Lancaster
- Publisher: Clio
- Availability: Available
- Condition: Excellent
- Code: 65013
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Prodaja i upravljanje prodajom
Jobber David | Geoff Lancaster
Summary
David Jobber, Geoff Lancaster: Selling and Sales Management
This comprehensive manual addresses an essential aspect of marketing: the face-to-face relationship that is the foundation of modern sales practice. It is divided into five logical units: sales dimensions, sales techniques, sales environment, sales management and control.
The analysis of different customer categories brings the reader closer to their way of thinking and in this sense suggests adequate marketing tactics. In the section where sales techniques are presented, the importance of personal preparation and personal contact is emphasized, and in the chapter on the sales environment, the importance of institutions and sales channels is emphasized.
Special attention in the last, sixth edition, is devoted to the impact of the international market on the company. Each chapter is supplemented with a practical exercise and common exam questions. An ideal textbook for students of marketing and business, as well as for salespeople and sales managers in the field.
Additional information
- Author: Jobber David | Geoff Lancaster
- Publisher: Clio
- Year of publication:2006
- Place of publication:Beograd
- Pages:680
- Dimensions:14.5x21 cm
- Script:Latin script
- Condition:Excellent
- Binding:Hardcover
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