Mallik, Pradip Kumar. <br/><br/>
Sales management / 
Pradip Kumar Mallik. 
 - New Delhi :  Oxford Univ. Press,  2011. 
 - xvi, 492 p. :  ill. ;  25 cm. 
<br/><br/> Includes index. 
<br/><br/>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.       
<br/><br/> Sales Management is a composite textbook designed to meet  the requirements of management students specializing in  Marketing. 
<br/><br/><label>ISBN: </label>0198072023 (pbk.) 9780198072027 (pbk.) 
<br/><br/><label>LCCN: </label>2012406599 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.