000			02009 a2200181 4500
008			121005b xxu||||| |||| 00| 0 eng d
020			_a978-0-19-807202-7
082			_a658.81
100			_aMALLIK, PRADIP KUMAR _94530
245			_aSALES MANAGEMENT
260			_bOXFORD UNIVERSITY PRESS _c2011 _aNEW DELHI
300			_aXVI, 492 P.
520			_a 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. 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. 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.
650			_aSALES MANAGEMENT _94531
650			_aPERSONAL SELLING _94532
942			_2ddc _cBK
999			_c28664 _d28664