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1. SALES MANAGEMENT - NATURE & SCOPE, 2. MARKETING & SELLING EFFORTS, 3. MARKETING
INFORMATION SYSTEM & MARKETING RESEARCH, 4. SALES ORGANISATION, 5. SALES FORECASTING, 6. SALES BUDGET, 7. CONSUMER BEHAVIOUR, 8. SALESMANSHIP, 9. SALES EXECUTIVES AND SALES PERSONS, 10. PERSONAL SELLING, 11. THE SELLING PROCESS, 12. THEORIES OF SELLING, 13. SALES PERSONNEL (FORCE) PLANNING, 14. RECRUITMENT & SELECTION OF SALES PERSONNEL, 15. SALES PERSONNEL TRAINING & SALES EXECUTIVE DEVELOPMENT, 16. MOTIVATING THE SALES FORCE, 17. COMPENSATING THE SALES FORCE, 18. SALES LEADERSHIP, 19. SALES QUOTAS, 20. SALES TERRITORIES, 21. PRICING POLICIES AND STRATEGIES, 22. COST VOLUME PROFIT ANALYSIS (BREAK EVEN ANALYSIS) 23. ADVERTISING, 24. SALES & COST ANALYSIS, 25. SALES PERSONNEL CONTROL & PERFORMANCE EVALUATION, 26. SALES PROMOTION, 27. CHANNEL OF DISTRIBUTION, 28. RETAIL DISTRIBUTION, 29. WHOLESALE DISTRIBUTION, 30. PHYSICAL DISTRIBUTION
Additional Information
| Edition | XI |
|---|---|
| Pages | 484 |
| ISBN | No |
| ISBN | No |
| Year | 2019 |
| Author | A. K. BANERJEE, R. K. NAIR, V. K. AGARWAL |
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