TY  - BOOK
AU  - Ghosh, P.K
TI  - Sales management: text and cases.
SN  - 9789350246863
AV  - HF5438.4.G34 
PY  - 2010///
CY  - New Delhi
PB  - Himalaya Publishing House
KW  - Sales management
N1  - 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
ER  -