Elements of Personal Selling - Moghees, Mohammed
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The primary task of sales management is to determine the role of personnel selling the marketing mix of the organization and to set the personal selling objectives. Sales managers set the goals for their sale teams and bear the brunt of the responsibility for achieving the set goals. The author in this book describes the concept of personal selling, its scope, importance, and limitations. The role of field sales manager is very much crucial, so his position and role is also described. Further the author has focused the setting up of sales organization, sales force management and their proper…mehr

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Produktbeschreibung
The primary task of sales management is to determine the role of personnel selling the marketing mix of the organization and to set the personal selling objectives. Sales managers set the goals for their sale teams and bear the brunt of the responsibility for achieving the set goals. The author in this book describes the concept of personal selling, its scope, importance, and limitations. The role of field sales manager is very much crucial, so his position and role is also described. Further the author has focused the setting up of sales organization, sales force management and their proper recruitment, selection, training, compensation of sales force and motivation of sales staff. This book suggests important elements of sales activities and the department. It can be used as a reference for the salesmen, sales supervisors and other staff which are active in the sales field. The matter is presented in simple and lucid style with number of examples for easy understanding of the various concepts. There are different aspects of sales activities which are elaborated in detail to provide better insight for the students of commerce and management.
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Autorenporträt
Mohammad Moghees est actuellement professeur de commerce au Maharashtra College, à Mumbai, depuis 36 ans. Il est un guide reconnu pour le doctorat et a présenté et publié un certain nombre d'articles de recherche dans des conférences et des revues nationales et internationales. Il a mené à bien des projets de recherche mineurs et majeurs parrainés par l'UGC et a publié trois livres.