000			01388nam a22001697a 4500
003			SGT
020			_a9788131710890
082			_a658.81 STI
100			_aSTILL,RICHARD R
245			_aSALES MANAGEMENT: DECISION STRATEGY AND CASES
250			_a5TH
260			_aNEW DELHI _bPEARSON _c2014
300			_a608
650			_aSALES MANAGEMENT
653			_aPart 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.
942			_2ddc _cFCM _010
999			_c10561 _d10561