Sales Management : (Record no. 6676)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01968nam a2200157Ia 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 8183186009 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.81 |
| Item number | CHU.S |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Author name | Chunawalla, S. A. |
| 245 #0 - TITLE STATEMENT | |
| Title | Sales Management : |
| Sub Title | with (personal selling - salesmanship) / |
| Statement of responsibility, etc | S A Chunawalla |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New Delhi : |
| Name of publisher | Himalaya Pub. House, |
| Year of publication | 2009. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | 306 p |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 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 --<br/>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 --<br/>Evaluation and Supervision; Sales Budget; Sales Quotas; Sales Territories; Sales Control and Cost Analysis; Case Studies. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | 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 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. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Sales management. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Cost, normal purchase price | Full call number | Accession Number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 05/11/2011 | 195.00 | 658.81 CHU.S | 35726 | 06/08/2020 | Books |
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