Online Public Access Catalogue (OPAC)
Library,Documentation and Information Science Division

“A research journal serves that narrow

borderland which separates the known from the unknown”

-P.C.Mahalanobis


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1. Effective selling through psychology: dimensional sales and sales management strategies [electronic resource] [by] V.R. Buzzotta, R.E. Lefton [and] Manuel Sherberg.

by Buzzotta, V. Ralph, 1931- | Lefton, Robert Eugene, 1931- [joint author.] | Sherberg, Manuel [joint author.].

Material type: Text Text; Format: print available online remote; Literary form: Not fiction Publisher: New York, Wiley-Interscience [1972]Online access: Free eBook from the Internet Archive | Additional information and access via Open Library Availability: No items available
2. High performance sales organizations : [electronic resource] achieving competitive advantage in the global marketplace / Kevin J. Corcoran ... [et al.].

by Corcoran, Kevin (Kevin J.).

Material type: Text Text; Format: print available online remote; Literary form: Not fiction Publisher: Chicago : Irwin Professional Pub., c1995Online access: Free eBook from the Internet Archive | Additional information and access via Open Library Availability: No items available
3. The Prentice Hall encyclopedic dictionary of selling / [electronic resource] Gene Garofalo.

by Garofalo, Gene | Prentice-Hall, Inc.

Material type: Text Text; Format: print available online remote; Literary form: Not fiction Publisher: Englewood Cliffs, N.J. : Prentice Hall, 1994Online access: Free eBook from the Internet Archive | Additional information and access via Open Library Availability: No items available
4. Selling through independent reps / [electronic resource] Harold J. Novick.

by Novick, Harold J.

Edition: 2nd ed.Material type: Text Text; Format: print available online remote; Literary form: Not fiction Publisher: New York : American Management Association, c1994Online access: Free eBook from the Internet Archive | Additional information and access via Open Library Availability: No items available
5. Virtual selling : [electronic resource] going beyond the automated sales force to achieve total sales quality / Thomas M. Siebel, Michael S. Malone.

by Siebel, Thomas M | Malone, Michael S. (Michael Shawn), 1954-.

Material type: Text Text; Format: print available online remote; Literary form: Not fiction Publisher: New York : Free Press, c1996Online access: Free eBook from the Internet Archive | Additional information and access via Open Library Availability: No items available
6. The sales manager's desktop guide [electronic resource] / Mike Gale and Julian Clay.

by Gale, Mike | Clay, Julian.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: London : Hawksmere, c2000Online access: EBSCOhost Availability: No items available
7. From selling to managing [electronic resource] : guidelines for the first-time sales manager / Ronald Brown.

by Brown, Ronald, 1900-2003.

Edition: Rev. ed.Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York, NY : American Management Association, c1990Online access: EBSCOhost Availability: No items available
8. ProActive sales management [electronic resource] : how to lead, motivate, and stay ahead of the game / William "Skip" Miller.

by Miller, William, 1955-.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York : AMACOM, 2001Online access: EBSCOhost Availability: No items available
9. Selling through independent reps [electronic resource] / Harold J. Novick.

by Novick, Harold J.

Edition: 3rd ed.Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York : American Management Ass., 2000Online access: EBSCOhost | EBSCOhost Availability: No items available
10. The secrets of great sales management [electronic resource] : advanced strategies for maximizing performance / Robert A. Simpkins.

by Simpkins, Robert A, 1945-.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York : American Management Association, c2004Online access: EBSCOhost Availability: No items available
11. Win new business [electronic resource] : a desktop guide / Susan Croft.

by Croft, Susan, 1949-.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: London : Thorogood, c2002Online access: EBSCOhost Availability: No items available
12. Effective sales management [electronic resource] : how to build a winning sales team / Tom Johnson.

by Johnson, Tom.

Material type: Text Text; Format: available online remote; Literary form: Not fiction ; Audience: General; Publisher: Los Altos, Calif. : Crisp, c1990Online access: EBSCOhost Availability: No items available
13. Fundamentals of sales management for the newly appointed sales manager [electronic resource] / Matthew Schwartz.

by Schwartz, Matthew, 1969-.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York : AMACOM, c2006Online access: EBSCOhost Availability: No items available
14. The giants of sales [electronic resource] : what Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard can teach you about real sales success / Tom Sant.

by Sant, Tom.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York : AMACOM, c2006Online access: EBSCOhost Availability: No items available
15. The sales manager's desktop guide [electronic resource] / Mike Gale and Julian Clay.

by Gale, Mike | Clay, Julian.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: London : Hawksmere, c2000Online access: EBSCOhost | EBSCOhost Availability: No items available
16. Strategic customer planning [electronic resource] : how to develop and implement a strategic account plan / Alan Melkman and Ken Simmonds.

by Melkman, Alan | Simmonds, Kenneth.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: London : Thorogood, c2006Other title: Specially commissioned report.Online access: EBSCOhost Availability: No items available
17. The sales manager's success manual [electronic resource] / Wayne M. Thomas.

by Thomas, Wayne M.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York : AMACOM, c2008Online access: EBSCOhost Availability: No items available
18. Barry Farber's guide to handling sales objections [electronic resource].

by Farber, Barry J.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: Franklin Lakes, NJ : Career Press, c2005Other title: Guide to handling sales objections.Online access: EBSCOhost Availability: No items available
19. 8 ways to pin down evasive clients [electronic resource] / Nido Qubein.

by Qubein, Nido R.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: [Boston, Mass. : Acanthus Pub.], c2006Other title: Eight ways to pin down evasive clients.Online access: EBSCOhost Availability: No items available
20. Building a winning sales force [electronic resource] : powerful strategies for driving high performance / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer.

by Zoltners, Andris A | Sinha, Prabhakant | Lorimer, Sally E.

Material type: Text Text; Format: available online remote; Literary form: Not fiction Publisher: New York : AMACOM, c2009Online access: EBSCOhost Availability: No items available
Library, Documentation and Information Science Division, Indian Statistical Institute, 203 B T Road, Kolkata 700108, INDIA
Phone no. 91-33-2575 2100, Fax no. 91-33-2578 1412, ksatpathy@isical.ac.in


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