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Sessions 1- 3

Sessions 1- 3

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Published by bheeshmachatrath

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Published by: bheeshmachatrath on Jan 16, 2010
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11/08/2010

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NATURE & SCOPE OFSALES MANAGEMENTSessions 1 - 2
 
BOOKS AND REFERENCES:
Sales and Distribution Management – Tapan Panda, & SunilSahdev (Oxford), TPSS – Text book
Sales & Distribution Management –Dr Matin Khan,Excel Books (Rs.200/-)
Marketing Channels – Coughlan, Anderson, Stern, El-Ansary7
th
. Edition, Pearson
Marketing Channels ( A Management View) - BertRosenbloom, The Drydon Press
 
ABC's of Selling - Charles Futrell
Sales Management: Decisions Strategies and Cases - Still,Richard R
Gupta, S.L. Sales and Distribution Management
Rampal, M.K., Gupta, S.L. Cases and Simulations in MarketingManagement
 
Nature and scope of SalesManagement
The importance of salesmanagement 
Responsibilities of a sales manager 
Selling and Marketing– thedifference
Organization for Sales &Marketing
Nature of sales organization
Understanding different types of sales& marketing organization structures
 

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