Page 164 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes 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.

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.

Online links ezinearticles.com/? Successful-Sales-Promotions-

www.workoninternet.com/article_27484.html
www.direct-marketing-association-india.org/ -
www.direct-marketing.net/
www.publicity.com/

www.aboutpublicrelations.net
www.ogilvypr.com

158 LOVELY PROFESSIONAL UNIVERSITY