000			01294nam a2200169Ia 4500
020			_a9 780 198 072 027
082			_a658.81 KUM
100			_aKumar, Pradip Mallik
245			_a Sales management
260			_bOxford University Press _aNoida _c2011
300			_axvi, 492 p. _b25 cm ; Pbk
500			_aGratis from publisher
505			_aPart 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
520			_aSales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.
650			_aSales Performance _aSales management
942			_cBK
999			_c99074 _d99074