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Record Nr. |
UNINA9910459428803321 |
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Autore |
Chunawalla S. A |
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Titolo |
Sales management [[electronic resource] ] : with (personal selling-- salesmanship) / / S.A. Chunwalla |
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Pubbl/distr/stampa |
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Mumbai [India], : Himalaya Pub. House, 2009 |
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ISBN |
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1-282-80193-7 |
9786612801938 |
1-4416-6183-2 |
93-5043-242-0 |
600-00-2863-6 |
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Edizione |
[Rev. ed.] |
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Descrizione fisica |
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1 online resource (306 p.) |
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Disciplina |
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Soggetti |
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Sales management |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di contenuto |
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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 |
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Sommario/riassunto |
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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 |
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