01172nam a22001577a 4500 121010t xxu||||| |||| 00| 0 eng d 9789350246863 HF5438.4.G34 Ghosh, P.K Sales management: text and cases. / P.K. Ghosh New Delhi: Himalaya Publishing House, c2010. 666 p.: ill.; 27cm. Contents: Introduction to sales management -- Basic concepts of sales management -- Sales planning -- Sales forecasting -- Selling process -- Sales organisation -- Sales control -- Time and territory management -- Negotiation process -- Scientific basis for allocation of selling resources new concepts: KRA-ABC, S.C.E.I and R.O.A.M -- Sales direction, guidance, motivation -- Sales shaffing: recruitment, selection, training and development -- Evaluating sales performance -- Sales performance: problems and solution -- Marketing communication system -- A Case on sales management: an optimum solution -- Relationship building for effective sales management -- Retailing and merchandising: pulling prospects -- The Art of effective selling. Sales management lcc BK 2418 9918 0 0 lcc 0 0 WIUC-1 WIUC-1 REF 2012-10-10 0 HF5438.4.G34 6435/12 2012-10-10 00:00:00 2012-10-10 BK