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Lecture Sales and distribution management: Chapter 5 - Krishna K Havaldar, Vasant M Cavale

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Chapter 5, organising and staffing the salesforce. After studying this chapter you will be able: To understand the concepts of the sales organisation, and the basic types of sales organisations, to know specialization within the sales organisation, and alternative organizational approaches for major accounts, to determine the size of the salesforce by using various methods, | Lecture Sales and distribution management: Chapter 5 - Krishna K Havaldar, Vasant M Cavale

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