Sales management
Kumar, Pradip Mallik
Sales management - Noida Oxford University Press 2011 - xvi, 492 p. 25 cm ; Pbk
Gratis from publisher
Part I- Personal Selling
1. An Introduction to Personal Selling
2. Personal Selling: Approaches and Strategies
3. Personal Selling process
Part II: Organization of Sales Force Functions
4. Sales Force Management
5. Sales Organization
6. Sales Territory
Part III: Managing the sales team
7. Sales persons and Sales Managers: Role and Responsibility
8. Sales Force Recruitment
9. Sales Force Selection
10. Sales Training
11. Sales Force Motivation
12. Directing the Sales Force
13. Sales Force Compensation
14. Sales Force Performance
Part IV: Financial aspects of Sales
15. Sales Budgeting and Forecasting
16. Sales and Cost Analysis
Part V: Strategy and Modern Approaches
17. Sales Strategy
18. Selling under Globalization and Modern Approaches
Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.
9 780 198 072 027
Sales Performance
Sales management
658.81 KUM
Sales management - Noida Oxford University Press 2011 - xvi, 492 p. 25 cm ; Pbk
Gratis from publisher
Part I- Personal Selling
1. An Introduction to Personal Selling
2. Personal Selling: Approaches and Strategies
3. Personal Selling process
Part II: Organization of Sales Force Functions
4. Sales Force Management
5. Sales Organization
6. Sales Territory
Part III: Managing the sales team
7. Sales persons and Sales Managers: Role and Responsibility
8. Sales Force Recruitment
9. Sales Force Selection
10. Sales Training
11. Sales Force Motivation
12. Directing the Sales Force
13. Sales Force Compensation
14. Sales Force Performance
Part IV: Financial aspects of Sales
15. Sales Budgeting and Forecasting
16. Sales and Cost Analysis
Part V: Strategy and Modern Approaches
17. Sales Strategy
18. Selling under Globalization and Modern Approaches
Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.
9 780 198 072 027
Sales Performance
Sales management
658.81 KUM