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Book ISBN
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978-93-94336-51-3
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Title
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Sales Management: Text and Cases
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Price
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285/-
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Pages
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174 Pages
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Publishing Year
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2018
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Edition
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2nd Edition - 2024
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Author Name
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Dr. Rajeshwari Malik and Dr. Parul Deshwal
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Contents
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1. Introduction to Sales Management,
2. Sales Strategy Formulation,
3. Sales Organization,
4. Personal Selling,
5. Personal Selling Process,
6. Theories of Personal Selling,
7. Types of Selling,
8. Sales Forecasting,
9. Sales Force Management: Recruitment, Selection, and Training,
10. Motivation and Compensation of Sales Personnel,
11. Management and Designing of Sales Quotas and Territories,
12. Evaluation of Sales Personnel,
13. Sales Budgets,
14. Legal and Ethical Issues in Sales Management,
15. Role of Information Technology in Sales Management
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About the Author
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Dr. Rajeshwari Malik is an Associate Professor at Maharaja Surajmal Institute, affiliated with Guru Gobind Singh Indraprastha University, Delhi.
Dr. Parul Deshwal is an Associate Professor in the Department of Business Administration at Maharaja Surajmal Institute, affiliated with Guru Gobind Singh Indraprastha University, Delhi.
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