TY  - BOOK
AU  - Mallik,Pradip Kumar
TI  - Sales management
SN  - 0198072023 (pbk.)
PY  - 2011///
CY  - New Delhi
PB  - Oxford Univ. Press
KW  - Sales management
N1  - 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
N2  - Sales Management is a composite textbook designed to meet  the requirements of management students specializing in  Marketing
ER  -