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Unit 8: Training of Sales Personnel

7. selection 8. training Notes
9. True 10. True
11. True 12. True
13. False 14. False

15. False

8.10 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.
Drucker, Peter, F, 'The Economy' Dark Continent, Fortune, (April, 1962).
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.

LOVELY PROFESSIONAL UNIVERSITY 113