Sales management: text and cases. / P.K. Ghosh
Material type:
TextPublisher: New Delhi: Himalaya Publishing House, c2010Description: 666 p.: ill.; 27cmISBN: 9789350246863Subject(s): Sales managementLOC classification: HF5438.4.G34| Item type | Current location | Home library | Call number | Status | Date due | Barcode |
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WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY Reference | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.4.G34 (Browse shelf) | Available | 6435/12 |
Browsing WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY shelves, Shelving location: Reference Close shelf browser
| HF5438.25.J634 Selling and sales management. / | HF5438.25.J635 Selling and sales management. / | HF5438.25.M35 Selling today: creating customer value. / | HF5438.4.G34 Sales management: text and cases. / | HF5438.4.M36 The management of sales and cutomer relations. / | HF5438.4.M361 The management of sales and cutomer relations. / | HF5438.5.P475 Strategic advertising management. / |
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.
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