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Book ISBN
978-93-94336-51-3
Title
Sales Management: Text and Cases
Price
285/-
Pages
174 Pages
Publishing Year
2018
Edition
2nd Edition - 2024
Author Name
Dr. Rajeshwari Malik and Dr. Parul Deshwal
Contents
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
About the Author
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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