Page 19 - DMGT205_SALES_MANAGEMENT

Unit 1: Introduction to Sales Management

7. True 8. False Notes
9. False 10. True
11. True 12. (a)
13. (b) 14. (d)

15. (b)

1.11 Further Readings

Books Dr. C. R. Sridhar, Telemarketing: A Brand Killer, USP Age, March 2005.
Edward L. Nash, “Direct Marketing: Strategy, Planning, Execution”, Third Edition,
McGraw-Hill, 1995.
Ginger Conlon, “Cornering the Market, Sales and Marketing Management”, March
1997.

Homer B. Smith, “The First Three Minutes of a Successful Sales Approach, Personal
Selling Power”, 10, 1990.
Jack Neff, Clara Dipasquale, and Jean Halliday, "Ries Thesis: Ads don't build
brands, PR does," Advertising Age, July 15, 2002.
James E. Lukaszewski and Paul Ridgeway, "To Put Your Best Foot Forward, Start
by Taking These 21 Simple Steps," Sales & Marketing Management, June 1990.

John Goodman, CEO, Ogilvy & Mather, India and South Asia, USP Age, September
2004.
Joseph S. Mair, "The Big Event and Sales Campaign," in Handbook of Sales Promotion,
ed. Stanley M. Ulanoff, (McGraw-Hill 1985)
Raymond Simon, Public Relations, Concept and Practices, Second Ed. 1980.
Scott M. Cutlip, Allen H. Center, and Glenn M. Broom, Effective Public Relations,
8th Ed. Prentice-Hall, 2000.
SHH Kazmi and Satish K Batra, Advertising and Sales Promotion, Excel Books, New
Delhi.
Walter K. Lindenmann, "An Effectiveness Yardstick to Measure Public Relations
Success," Public Relations Quarterly, 38 (1993).

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

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