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Sales Management at Meripustak

Sales Management

Books from same Author: Pradip Mallik

Books from same Publisher: Oxford University Press

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    • General Information  
    Author(s)Pradip Mallik
    PublisherOxford University Press
    Edition..
    ISBN9780198072027
    Pages544
    BindingPaperback
    LanguageEnglish
    Publish YearSeptember 2012

    Description

    Oxford University Press Sales Management by Pradip Mallik

    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 Withdefining 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 Discussesabout 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.Show More