01154cam a2200181 4500 6735 2012406599 0198072023 (pbk.) 9780198072027 (pbk.) Mallik, Pradip Kumar. Sales management / Pradip Kumar Mallik. New Delhi : Oxford Univ. Press, 2011. xvi, 492 p. : ill. ; 25 cm. 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. Sales management. 5675 5675 0 0 ddc 0 0 MAIN RTCLIB RTCLIB MAIN 2018-11-27 10523 0 658.8 MAL 30010650 2018-11-27 00:00:00 1 2018-11-27 MAIN 0 0 ddc 0 0 MAIN RTCLIB RTCLIB MAIN 2018-11-27 10524 1 658.8 MAL 30010476 2023-04-04 00:00:00 2023-03-22 2 2018-11-27 MAIN