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Unit 6: Recruitment of Sales Personnel

9. Suggest criteria for selecting salesmen for the consumer products division of a company. Notes
10. Design a sales training programme for two newly recruited salesmen of the consumer
products division of a company.

Answers: Self Assessment

1. Recruitment 2. Sales Manager
3. Motivation 4. Recruitment
5. Company 6. Personnel
7. True 8. True
9. True 10. False

11. False 12. (b)
13. (e) 14. (d)
15. (d)

6.11 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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