Summary Selling and Sales Management Chapters 1-12,16 & 17 Jobber & Lancaster

Chapter 1.......................................................................................................................... 2
Chapter 2........................................................................................................................ 12
Chapter 3........................................................................................................................ 16
Chapter 4........................................................................................................................ 25
Chapter 5 International Selling ............................................................................... 30
Chapter 6........................................................................................................................ 36
Chapter 7........................................................................................................................ 40
Chapter 8........................................................................................................................ 46
DEMONSTRATIONS .............................................................................................................................. 48
Chapter 9 Key account management...................................................................... 53
Chapter 10 ..................................................................................................................... 55
Chapter 11 ..................................................................................................................... 61
Chapter 12 ..................................................................................................................... 65
Chapter 16 Sales forecasting and budgeting ........................................................ 69
Chapter 17 ..................................................................................................................... 76