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Unit 1: Introduction to Sales Management
5. Payment 6. Action Notes
7. Attention 8. Desire
9. Service 10. Satisfaction
1.11 Further Readings
Books Caballero, M.J., Dckinson, R.A., Town Send D, Aristotle and Personal Selling, Journal
of Personal Selling and Sales Management, 4, 13-27, 1984
Ingram T.N., LaForge, R.W., Avila, R.A., Sales Management, 6th Edition, USA;
Thomson South-Western, 2006
Johnston and Marshall, Sales Force Management, Tata McGraw Hill, 2007
SL Gupta, Sales and Distribution Management, Excel Books, New Delhi
Online links Http://www.ximb.ac.in/ximb/fileadmin/templates/ximb/pdf/selling.pdf
www.davedolak.com/psell.htm
www.ezinearticles.com
www.marketingteacher.com/lesson-store/lesson-personal-selling.html
www.sellingselling.com/business/attitude.cfm
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