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Sales Management with (Personal Selling - Salesmanship).
Since time immemorial, the art of salesmanship is being practiced by one and all be it bonny baby crying for mother`s attention, or a doting wife seeking gifts from her spouse or a student who tries to be in the good books of his teacher to earn a higher score. Informally salesmanship has always bee...
| Call Number: | Libro Electrónico |
|---|---|
| Main Author: | |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
New Delhi :
Himalaya Pub. House,
2009.
|
| Edition: | 2nd ed. |
| Subjects: | |
| Online Access: | Texto completo |
Table of Contents:
- COVER; CONTENTS; Nature and Scope of Sales Management; Personal Selling and Salesmanship; Selling Function; Relationship Strategy; Developing Product Solutions; Product Positioning; Consumer Behaviour; Prospecting; Approaching the Customer; Sales Presentation; Sales Demonstration; Negotiating Buyer Concerns; Closing the Sale; Servicing the Sale; Self Management; Personal Selling Objectives; Sales
- Related Marketing Policies; Personal Selling Strategy; The Job of a Sales Manager; Sales Organisation; Personnel Management in the Selling Field; Recruiting Sales Personnel.
- Selecting Sales PersonnelSales Training; Execution and Evaluation of Sales Training Programmes; Motivation and Morale of Sales Persons; Compensating Sales Persons; Management of Sales Expenses; Sales Meetings and Sales Contests; Controlling Sales People
- Evaluation and Supervision; Sales Budget; Sales Quotas; Sales Territories; Sales Control and Cost Analysis; Case Studies.