000			01458nam a2200157Ia 4500
999			_c9129 _d9129
003			OSt
005			20190926164038.0
008			140801s2002 xx 000 0 und d
020			_a 978-93-5097-465-0
082			_a658.81 CHU-S
100			_aChunawalla, S.A
245			_aSales Management
260			_bHimalaya Pub. _c2002 _aNew Delhi
500			_a1. Nature and Scope of Sales Management 2. Personal Selling and Salesmanship 3. Selling Function 4. Relationship Strategy 5. Developing Product Solutions 6. Product Positioning 7. Consumer Behaviour 8. Prospecting 9. Approaching the Customer 10. Sales Presentation 11. Sales Demonstration 12. Negotiating Buyer Concerns 13. Closing the Sale 14. Servicing the Sale 15. Self-management 16. Sales Planning 17. Personal Selling Objectives 18. Sales - Related Marketing Policies 19. Personal Selling Strategy 20. The Job of a Sales Manager 21. Sales Organization 22. Personnel Management in the Selling Field 23. Recruiting Sales Personnel 24. Selecting Sales Personnel 25. Sales Training 26. Execution and Evaluation of Sales Training Programmes 27. Motivation and Morale of Sales Persons 28. Compensating Sales Persons 29. Management of Sales Expenses 30. Sales Meeting and Sales Contests 31. Controlling Sales People - Evaluation and Supervision 32. Sales Budget 33. Sales Quotas 34. Sales Territories 35. Sales Control and Cost Analysis 36. Case Studies
942			_2ddc _cBK _01