03230nam 2200613 a 450 991045942880332120200520144314.01-282-80193-797866128019381-4416-6183-293-5043-242-0600-00-2863-6(CKB)2670000000035476(EBL)588060(OCoLC)700691260(SSID)ssj0000673964(PQKBManifestationID)11931855(PQKBTitleCode)TC0000673964(PQKBWorkID)10660499(PQKB)10856850(MiAaPQ)EBC3011404(MiAaPQ)EBC588060(Au-PeEL)EBL3011404(CaPaEBR)ebr10416094(OCoLC)923634292(Au-PeEL)EBL588060(EXLCZ)99267000000003547620101004d2009 uy 0engur|n|---|||||txtccrSales management[electronic resource] with (personal selling-- salesmanship) /S.A. ChunwallaRev. ed.Mumbai [India] Himalaya Pub. House20091 online resource (306 p.)Description based upon print version of record.81-8318-759-5 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 PersonnelSelecting 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 StudiesSince 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 been there. Formally, it came to be perfected after the Industrial Revolution. Slowly, salesmanship inspired other areas of promotion such as public relations and advertising. The common element is the communication that is informative, persuasive and remaining. As personal selling or salesmanship grewSales managementElectronic books.Sales management.658.8/1Chunawalla S. A902099MiAaPQMiAaPQMiAaPQBOOK9910459428803321Sales management2480121UNINA05875nam 22008895 450 99646573950331620200704202954.03-540-85713-310.1007/978-3-540-85713-6(CKB)1000000000490241(SSID)ssj0000715566(PQKBManifestationID)11410211(PQKBTitleCode)TC0000715566(PQKBWorkID)10705288(PQKB)10515318(SSID)ssj0000736236(PQKBManifestationID)11974184(PQKBTitleCode)TC0000736236(PQKBWorkID)10772588(PQKB)11416747(DE-He213)978-3-540-85713-6(MiAaPQ)EBC3063370(MiAaPQ)EBC6280847(PPN)128126329(EXLCZ)99100000000049024120100301d2008 u| 0engurnn#008mamaatxtccrAdvances in Databases and Information Systems[electronic resource] 12th East European Conference, ADBIS 2008, Pori, Finland, September 5-9, 2008, Proceedings /edited by Paolo Atzeni, Albertas Caplinskas, Hannu Jaakkola1st ed. 2008.Berlin, Heidelberg :Springer Berlin Heidelberg :Imprint: Springer,2008.1 online resource (XII, 321 p.)Information Systems and Applications, incl. Internet/Web, and HCI ;5207Bibliographic Level Mode of Issuance: Monograph3-540-85712-5 Includes bibliographical references and index.Invited Paper -- Randomization Techniques for Data Mining Methods -- Submitted Papers -- Dynamic Aggregation of Relational Attributes Based on Feature Construction -- HypereiDoc – An XML Based Framework Supporting Cooperative Text Editions, -- Reducing Temporary Trees in XQuery -- Predictive Join Processing between Regions and Moving Objects -- Multiple-Objective Compression of Data Cubes in Cooperative OLAP Environments -- Reference Management in a Loosely Coupled, Distributed Information System -- On Top-k Search with No Random Access Using Small Memory -- IDFQ: An Interface for Database Flexible Querying -- Autonomic Databases: Detection of Workload Shifts with n-Gram-Models -- Large Datasets Visualization with Neural Network Using Clustered Training Data -- Efficient Execution of Small (Single-Tuple) Transactions in Main-Memory Databases -- Analysis and Interpretation of Visual Hierarchical Heavy Hitters of Binary Relations -- QUESTO: A Query Language for Uncertain and Exact Spatio-temporal Objects -- Extending Fagin’s Algorithm for More Users Based on Multidimensional B-Tree -- Increasing Expressiveness of Composite Events Using Parameter Contexts -- Reclassification of Linearly Classified Data Using Constraint Databases -- Evaluating Performance and Quality of XML-Based Similarity Joins -- Preserving Functional Dependency in XML Data Transformation -- Enabling XPath Optional Axes Cardinality Estimation Using Path Synopses -- Improvement of Data Warehouse Optimization Process by Workflow Gridification -- Towards the Design of a Scalable Email Archiving and Discovery Solution.This book constitutes the refereed proceedings of the 12th East European Conference on Advances in Databases and Information Systems, ADBIS 2008, held in Pori, Finland, on September 5-9, 2008. The 22 revised papers were carefully reviewed and selected from 66 submissions. Topically, the papers span a wide spectrum of the database and information systems field: from query optimisation, and transaction processing via design methods to application oriented topics like XML and data on the web.Information Systems and Applications, incl. Internet/Web, and HCI ;5207Data structures (Computer science)Database managementApplication softwareData miningInformation storage and retrievalMultimedia information systemsData Structures and Information Theoryhttps://scigraph.springernature.com/ontologies/product-market-codes/I15009Database Managementhttps://scigraph.springernature.com/ontologies/product-market-codes/I18024Information Systems Applications (incl. Internet)https://scigraph.springernature.com/ontologies/product-market-codes/I18040Data Mining and Knowledge Discoveryhttps://scigraph.springernature.com/ontologies/product-market-codes/I18030Information Storage and Retrievalhttps://scigraph.springernature.com/ontologies/product-market-codes/I18032Multimedia Information Systemshttps://scigraph.springernature.com/ontologies/product-market-codes/I18059Data structures (Computer science).Database management.Application software.Data mining.Information storage and retrieval.Multimedia information systems.Data Structures and Information Theory.Database Management.Information Systems Applications (incl. Internet).Data Mining and Knowledge Discovery.Information Storage and Retrieval.Multimedia Information Systems.004Atzeni Paoloedthttp://id.loc.gov/vocabulary/relators/edtCaplinskas Albertasedthttp://id.loc.gov/vocabulary/relators/edtJaakkola Hannuedthttp://id.loc.gov/vocabulary/relators/edtMiAaPQMiAaPQMiAaPQBOOK996465739503316Advances in Databases and Information Systems771912UNISA