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Sales Management

Notes 7. Explain the different types of Psychological Tests.
8. Describe the Placement of sales Personnel.
9. What do you know about Employment Offer?
10. Explain the Preliminary Interview.

Answers: Self Assessment

1. Selection 2. Sales

3. Initial 4. Preliminary
5. Psychological 6. True
7. True 8. False

9. False 10. True
11. (b) 12. (d)
13. (b) 14. (b)

7.6 Further Readings

Books American Marketing Association, A Glossary of Marketing Terms, Chicago, 1960.
Autvin, William, H, Advertising, Mc Graw-Hill Book company, New York.

Bartels, Robert, The History of Marketing Thought, (2nd ed.) GRIDINC, Columbus,
Ohio, 1976.
Borden, Neil, H, 'The concept of marketing mix' Journal of Advertising Research,
1964.
Boyd, Harper W Jr., and Newman, Joseph, W., (ed.) Advertising Management D B
Taraporevala sons and Co., Bombay, 1965.
Boyd, Harper W, Marketing Management, Harcourt Brace Jovanovich, New York,
1972.

Codbury, N D, ' When, Where & How to Test Market', Harvard Business Review
(May-June 1975).
Constantin, James, A, Evans, Rodney, E and Morris, Malcolm, L, Marketing Strategy
and Management, Business Publications Inc., Dollas, 1976.
Cundiff, E W, et al, Fundamentals of Modern Marketing, (2nd ed.), Prentice-Hall of
India Pvt. Ltd, New Delhi, 1977.
Dean, Joel, Pricing Policies for New Products, Harvard Business Reviews, vol. 54,
(Nov-Dec, 1976).

Dholakia, Nikhilesh, et al., Marketing Management – Cases & Concepts, Macmillan,
New Delhi, 1978.
Drucker, Peter, F, Management: Tasks, Responsibilities, Practices, Harper and Row,
New York, 1973.

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