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NJIT Professor Publishes New Textbook on Sales Management Techniques

Rajiv Mehta, PhD, an associate professor in NJIT's School of Management, has published Sales Management: Building Customer Relationships and Partnerships (Houghton Mifflin, 2008). The book focuses on the planning, organization, management, and control of a firm's sales activities. Topics discussed include recruiting, selecting, training, leading, motivating, territorial coverage, routing, compensating, and sales force performance evaluation.