TY  - BOOK
AU  - STILL,RICHARD R
TI  - SALES MANAGEMENT: DECISION STRATEGY AND CASES
SN  - 9788131710890
U1  - 658.81 STI 
PY  - 2014///
CY  - NEW DELHI
PB  - PEARSON
KW  - SALES MANAGEMENT
KW  - Part 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
ER  -