| Item Description: | Contents: 1. Introduction to sales management 2. Selling skills and selling strategies 3. The selling process 4. Managing sales information 5. Sales force automation 6. Sales organisation 7. Management of sales territory 8. Management of sales quota 9. Recruitment and selection of the sales force 10. Training the sales force 11. Sales force motivation 12. Sales force compensation 13. Sales force control 14. Evaluation of the sales force 15. Distribution channel management-an introduction 16. Desiging customer- oriented Marketing channels 17. Customer-oriented logistics management 18. Channel information systems 19. Managing channel member behaviour 20.Managing wholesalers and franchisees 21. Retail management 22. Managing the international channels of distribution |
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