Mallik, Pradip Kumar. creator text New Delhi Oxford Univ. Press 2011 monographic xvi, 492 p. : ill. ; 25 cm. Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing. 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. Pradip Kumar Mallik. Includes index. Sales management 0198072023 (pbk.) 9780198072027 (pbk.) 2012406599 6735