01388nam a22001697a 4500 SGT 9788131710890 658.81 STI STILL,RICHARD R SALES MANAGEMENT: DECISION STRATEGY AND CASES 5TH NEW DELHI PEARSON 2014 608 SALES MANAGEMENT Part I: Personal Selling and Marketing Strategy Sales Management and the Business Enterprise. Sales Management, Personal Selling, and Salesmanship. Setting Personal-Selling Objectives. Determining Sales-Related Marketing Policies. Formulating Personal-Selling Strategy. Part II: Organizing the Sales Effort The Effective Sales Excutive. The Sales Organization. Sales Department Relations. Distributive-Network Relations. Part III: Sales Force Management Personnel Management in the Selling Field. Recruiting Sales Personnel. Selecting Sales Personnel. Planning Sales Training Programs. Executing and Evaluating Sales Training Programs. Motivating Sales Personnel. Compensating Sales Personnel. Managing Expenses of Sales Personnel. Sales Meeting and Sales Contests. Controlling Sales Personnel: Evaluating and Supervising. Part IV: Controlling the Sales Effort The Sales Budget Quotas Sales Territories. ales Control and Cost Analysis. Part V: International Sales Management International Sales Management. ddc FCM 10 0 0 ddc 0 0 CM SSSL SSSL DISPLAY 2017-01-21 INDIAN PUBLISHERS & DISTRIBUTORS 699.00 SGTU 1 658.81 STI CM3390 2023-04-22 00:00:00 2023-04-10 2016-12-20 FCM 117 0 0 ddc 0 1 CM SSSL SSSL REF 2017-01-21 INDIAN PUBLISHERS & DISTRIBUTORS 699.00 SGTU 658.81 STI CM3391 2017-01-21 00:00:00 2016-12-20 FCM 117 0 0 ddc 0 0 CM SSSL SSSL DISPLAY 2017-01-21 INDIAN PUBLISHERS & DISTRIBUTORS 699.00 SGTU 2 658.81 STI CM3392 2023-04-22 00:00:00 2023-04-10 2016-12-20 FCM 117 0 0 ddc 0 0 CM SSSL SSSL DISPLAY 2017-01-21 INDIAN PUBLISHERS & DISTRIBUTORS 699.00 SGTU 2 658.81 STI CM3393 2023-04-20 00:00:00 2023-04-19 2016-12-20 FCM 117 0 0 ddc 0 0 CM SSSL SSSL DISPLAY 2017-01-21 INDIAN PUBLISHERS & DISTRIBUTORS 699.00 SGTU 7 658.81 STI CM3394 2023-04-20 00:00:00 2023-04-11 2016-12-20 FCM 117 10561 10561