Page 107 - DMGT205_SALES_MANAGEMENT

Unit 7: Selection and Placement of Sales Personnel

Drucker, Peter, F, 'The Economy' Dark Continent, Fortune, (April, 1962). Notes
Glueck, W F and Jauch, L R, Business Policy and Strategic Management, McGraw-Hill
International Book Co., 1984.

Hass, Kenneth, B, How to Develop Successful Salesmen, Tata McGraw-Hill Publishing
Co. Ltd, Bombay/New Delhi.
Howard, J A, Marketing Management Analysis and Decision, Homewood, I ll: Richard
D Irvin, 1957.
Howard, J A, Marketing Management, Analysis and Planning. Homewood, I ll: Richard
D Irvin, 1963.
Institute of Marketing and Management, New Delhi (ed.) Forecasting, Planning
and Budgeting for Marketing, New Delhi, 1971.

Irans, Fravblin B, Selling as a Dyadic relationship – A New Approach. American
Behavioural Scientist, April 1963.

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