000			01154cam a2200181 4500
001			6735
010			_a 2012406599
020			_a0198072023 (pbk.)
020			_a9780198072027 (pbk.)
100	1		_aMallik, Pradip Kumar.
245	1	0	_aSales management / _cPradip Kumar Mallik.
260			_aNew Delhi : _bOxford Univ. Press, _c2011.
300			_axvi, 492 p. : _bill. ; _c25 cm.
500			_aIncludes index.
505			_aCONTENTS: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. _g _r _t
520			_aSales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.
650		0	_aSales management.
999			_c5675 _d5675