Encyclopaedia of management: Sales management
by Forsylth Petrick
Additional authors:
Ed
Published by :
Jaico Publishing House
(Mumbai)
Physical details: 508p
ISBN:81-7224-486-X.
Subject(s):
Planning for sales : Sales research, sales forecasting, how to choose the right forecasting technique, sales planning, planning for major customers, finance and sales manager, legal framework
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Managing sales force : Recruiting successful sales people, testing for sales ability, working territory, motivating the team, motivation programs, training and developing sales force, controlling sales activities, sales records and reporting systems, improving sales productivity
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Practice of selling : Sales office, sales aids, creating major sales, skills of communicating, telephone selling, using new technology, sales promotion, selling at exhibitions, value factor in selling, using direct mail, after sale service
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Issues in sales management : Physical distribution, business to business selling, managing business to business sales function, pricing, selling overseas
Year: 2002
| Item type | Current location | Call number | Vol info | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
| Reference | KILA HEADQUARTERS LIBRARY Reference | 030 MAN/E (Browse shelf) | Volume VI | Not for loan | 006775 |