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[null,"1.","Record Nr.",null,"UNINA9910459428803321"]
[null,null,"Autore",null,"Chunawalla S. A"]
[null,null,"Titolo",null,"Sales management [[electronic resource] ] : with (personal selling-- salesmanship) / / S.A. Chunwalla"]
[null,null,"Pubbl/distr/stampa",null,"Mumbai [India], : Himalaya Pub. House, 2009"]
[null,null,"ISBN",null,"1-282-80193-7"]
[{"$nulls":4},"9786612801938"]
[{"$nulls":4},"1-4416-6183-2"]
[{"$nulls":4},"93-5043-242-0"]
[{"$nulls":4},"600-00-2863-6"]
[null,null,"Edizione",null,"[Rev. ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (306 p.)"]
[null,null,"Disciplina",null,"658.8/1"]
[null,null,"Soggetti",null,"Sales management"]
[{"$nulls":4},"Electronic books."]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,"Nota di contenuto",null,"COVER; CONTENTS; Nature and Scope of Sales Management; Personal Selling and Salesmanship; Selling Function; Relationship Strategy; Developing Product Solutions; Product Positioning; Consumer Behaviour; Prospecting; Approaching the Customer; Sales Presentation; Sales Demonstration; Negotiating Buyer Concerns; Closing the Sale; Servicing the Sale; Self Management; Personal Selling Objectives; Sales - Related Marketing Policies; Personal Selling Strategy; The Job of a Sales Manager; Sales Organisation; Personnel Management in the Selling Field; Recruiting Sales Personnel"]
[{"$nulls":4},"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"]
[null,null,null,"Sommario/riassunto","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 been there. Formally, it came to be perfected after the Industrial Revolution. Slowly, salesmanship inspired other "]
[{"$nulls":4},"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"]