Sales Management
Material type:
TextPublication details: Oxford Butterworth-Heinemann Ltd. 1998Description: 433pISBN: - 9780750633611
- 658.81 NON
| Item type | Current library | Item location | Collection | Call number | Status | Date due | Barcode | Item holds | |
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Book
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NIMA Knowledge Centre | 6th Floor Reading Zone | General | 658.81 NON (Browse shelf(Opens below)) | Checked out | 18/06/2001 | M05366 |
Roles and Functions in the Sales force, Sales structures and organization, Motivation management in the sales force, Sales management by objectives, Motivating through rewards and incentives, Providing appraisals and feedback for motivation, training and discipline, Communication in the sales force, Sales meetings and conferences, Recruitment and selection in the sales force, Basic sales training, Field sales training, The planning process, Sales forecasting, Performance monitoring, Territory management, Sales force administration, Sales management control, Trade development, Sales promotion, Merchandising at the point of sale, Key account management, Alternative sales or distribution operations, Developing international markets
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