000			00950nam a2200169Ia 4500
008			140814s9999 xx 000 0 und d
020			_a9780761934950 (pbk.)
041			_aEnglish
082			_a658.81 VEN
100			_aVenugopal, Pingali
245			_aManaging your sales force : _ba motivational approach / _cPingali Venugopal.
260			_aNew Delhi : _bResponse Books, _c2006.
300			_a184 p. : _bill. ; _c22 cm.
505			_aIntroduction -- 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.
650			_aSales management. _aEmployee motivation. _aVentes -- Gestion. _aPersonnel -- Motivation.
942			_c1
999			_c10393 _d10393