TY - BOOK AU - Venugopal, Pingali TI - Managing your sales force : : a motivational approach SN - 9780761934950 (pbk.) U1 - 658.81 VEN PY - 2006/// CY - New Delhi : PB - Response Books, KW - Sales management KW - Employee motivation KW - Ventes -- Gestion KW - Personnel -- Motivation N1 - Introduction -- The salesman -- Strategic decisions in sales management -- Selling strategy : interface between advertising, sales force and channel -- Selling style -- Operational decisions in sales management -- Sales force recruitment -- Territory design -- Target setting -- Sales force motivation -- Managing the channel : the salesperson's role -- Performance evaluation ER -