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100   $a20101004d2009      uy             0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 10$aSales management$b[electronic resource] $ewith (personal selling-- salesmanship) /$fS.A. Chunwalla
205   $aRev. ed.
210   $aMumbai [India] $cHimalaya Pub. House$d2009
215   $a1 online resource (306 p.)
300   $aDescription based upon print version of record.
311   $a81-8318-759-5 
327   $aCOVER; 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
327   $aSelecting 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
330   $aSince 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 grew
606   $aSales management
608   $aElectronic books.
615  0$aSales management.
676   $a658.8/1
700   $aChunawalla$b S. A$0902099
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801  1$bMiAaPQ
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906   $aBOOK
912   $a9910459428803321
996   $aSales management$92480121
997   $aUNINA