Ghosh, P.K creator text xxu New Delhi Himalaya Publishing House c2010 monographic eng

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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. P.K. Ghosh Sales management HF5438.4.G34 9789350246863 121010