Book review: sales management

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dc.contributor.authorKazungu, I.
dc.contributor.authorIsmail, I. J.
dc.contributor.authorChangalima, I. A.
dc.date.accessioned2024-03-27T12:45:39Z
dc.date.available2024-03-27T12:45:39Z
dc.date.issued2022
dc.descriptionFull - text Article. Also available at: https://doi.org/10.1108/LBSJMR-12-2022-049
dc.description.abstractThis textbook is undoubtedly a very welcoming edition to the sales management literature. Sales management is a comprehensive textbook designed to meet the requirements of management students at undergraduate and postgraduate specialising in marketing. It openly explores how theoretical and practical aspects of sales practices link with other strategic issues in the complex and dynamic business environment. Pradip Kumar Mallik captures numerous industry examples, cases, exhibits and illustrations to make an easy reading to the students. Apart from these, each chapter has definitions of key terms, conceptual questions, critical review questions and project assignments. All these make a complete revising buddle for students using this textbook. The book comprises four unique features: (a) it provides in-depth coverage and analysis of the approaches to personal selling and the strategies for its implementation, (2) it explains the key concepts with the help of real life Indian examples, (3) it discuss in details the selection process of sales management team and its relation to other departments in an organisation and (4) it provides a guideline for effective sales performance. At 492 pages, this textbook is divided into five crucial parts, each comprising a set of chapters.
dc.identifier.citationKazungu, I., Ismail, I. J., & Changalima, I. A. (2022). Book review: sales management. LBS Journal of Management & Research, 20(1/2), 92-95.
dc.identifier.otherDOI: https://doi.org/10.1108/LBSJMR-12-2022-049
dc.identifier.urihttps://repository.udom.ac.tz/handle/20.500.12661/4433
dc.language.isoen
dc.publisherEmarald
dc.subjectSales management
dc.subjectMarketing
dc.subjectPersonal selling
dc.subjectOrganization of sales force functions
dc.subjectFinancial aspects of sales
dc.titleBook review: sales management
dc.typeArticle
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