SALES MANAGEMENT (Record no. 28664)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02009 a2200181 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 121005b xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 978-0-19-807202-7 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | MALLIK, PRADIP KUMAR |
| 9 (RLIN) | 4530 |
| 245 ## - TITLE STATEMENT | |
| Title | SALES MANAGEMENT |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc | OXFORD UNIVERSITY PRESS |
| Date of publication, distribution, etc | 2011 |
| Place of publication, distribution, etc | NEW DELHI |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | XVI, 492 P. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | <br/>Sales Management is a comprehensive textbook designed to meet the requirements of management students specializing in Marketing at post graduate level. It covers the entire arena of theoretical and practical aspects of sales management as a subject, and uses numerous industrial examples, exhibits, and illustrations for learning.<br/><br/>The book is divided in 5 parts. The first part, Personal Selling, begins with an overview of the key concepts of personal selling with various approaches and strategies, and goes on to discuss the personal selling process in detail. The second part, Organization of Sales Force Functions, talks about managing the sales force and elucidates on sales organization and territory. Following this, the third part, Managing the sales team, starts with defining the roles and responsibilities of sales persons and includes chapters devoted to sales force recruitment, selection, training, motivation, compensation and performance. Part IV, Financial aspects of Sales, examines the need of sales budgeting, forecasting and cost analysis. The concluding part V, Strategy and Modern Approaches, discusses about the various sales strategies along with the effects of globalization and modern approaches used for effective selling.<br/><br/>Students will find this book useful owing to its coverage and insights. It will also serve as a veritable guide for professionals owing to the inclusion of strategic approaches along varied examples and case studies.<br/> |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | SALES MANAGEMENT |
| 9 (RLIN) | 4531 |
| Topical term or geographic name as entry element | PERSONAL SELLING |
| 9 (RLIN) | 4532 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Item type | Book |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Home library | Current library | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Barcode | Date last seen | Date last borrowed | Cost, replacement price | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 27/07/2012 | VAKRATUND BOOK HOUSE/ 2698/ 27-jULY-12 | 268.00 | 4 | 658.81/ MAL/ 18455 | 11118455 | 28/05/2022 | 16/08/2016 | 335.00 | 27/07/2012 |