02344nam a22002297a 4500003000400000020001800004082001500022100002000037245005000057250000800107260002900115300000800144650002100152653101100173942001701184952018301201952016401384952018301548952018301731952018301914999001702097SGT  a9788131710890  a658.81 STI  aSTILL,RICHARD R  aSALES MANAGEMENT: DECISION STRATEGY AND CASES  a5TH  aNEW DELHIbPEARSONc2014  a608  aSALES MANAGEMENT  aPart 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.  2ddccFCM010  00102ddc40708CMaSSSLbSSSLcDISPLAYd2017-01-21eINDIAN PUBLISHERS & DISTRIBUTORSg699.00iSGTUl1o658.81 STIpCM3390r2023-04-22 00:00:00s2023-04-10w2016-12-20yFCMk117  00102ddc40718CMaSSSLbSSSLcREFd2017-01-21eINDIAN PUBLISHERS & DISTRIBUTORSg699.00iSGTUo658.81 STIpCM3391r2017-01-21 00:00:00w2016-12-20yFCMk117  00102ddc40708CMaSSSLbSSSLcDISPLAYd2017-01-21eINDIAN PUBLISHERS & DISTRIBUTORSg699.00iSGTUl2o658.81 STIpCM3392r2023-04-22 00:00:00s2023-04-10w2016-12-20yFCMk117  00102ddc40708CMaSSSLbSSSLcDISPLAYd2017-01-21eINDIAN PUBLISHERS & DISTRIBUTORSg699.00iSGTUl2o658.81 STIpCM3393r2023-04-20 00:00:00s2023-04-19w2016-12-20yFCMk117  00102ddc40708CMaSSSLbSSSLcDISPLAYd2017-01-21eINDIAN PUBLISHERS & DISTRIBUTORSg699.00iSGTUl7o658.81 STIpCM3394r2023-04-20 00:00:00s2023-04-11w2016-12-20yFCMk117  c10561d10561