Sales management / Pradip Kumar Mallik.
Material type:
TextPublication details: New Delhi : Oxford Univ. Press, 2011.Description: xvi, 492 p. : ill. ; 25 cmISBN: - 0198072023 (pbk.)
- 9780198072027 (pbk.)
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Includes index.
CONTENTS:Introduction to personal selling -- Personal selling-approaches and strategies -- Personal selling process -- Sales force management -- Sales Organization - - Sales territories -- Salespeople and Sales Managers- Profiles, Roles, and Responsibilities -- Sales Force Recruitment -- Sales force selection -- Sales training -- Sales force motivation -- Directing the sales force -- Sales force compensation -- Sales force performance -- Sales budgeting and forecasting -- Sales and cost analysis -- Sales strategy -- Modern selling approaches.
Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.