Sales Management
Price: 850.00 INR
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ISBN:
9780198072027
Publication date:
09/05/2011
Paperback
508 pages
243.0x185.0mm
Price: 850.00 INR
We sell our titles through other companies
Disclaimer :You will be redirected to a third party website.The sole responsibility of supplies, condition of the product, availability of stock, date of delivery, mode of payment will be as promised by the said third party only. Prices and specifications may vary from the OUP India site.
ISBN:
9780198072027
Publication date:
09/05/2011
Paperback
508 pages
243.0x185.0mm
Sales Management is a comprehensive textbook specially designed to meet the requirements of management students specializing in marketing. It explains the theoretical and practical aspects of sales management through numerous industry examples, case studies, exhibits, and illustrations.
Suitable for: Sales Management is a comprehensive textbook specially designed to meet the requirements of management students specializing in marketing. It explains the theoretical and practical aspects of sales management through numerous industry examples, case studies, exhibits, and illustrations.
Rights: World Rights
Description
Sales Management is a comprehensive textbook specially designed to meet the requirements of management students specializing in marketing. It explains the theoretical and practical aspects of sales management through numerous industry examples, case studies, exhibits, and illustrations.
The book is divided into five parts. The first part, Personal Selling, begins with an overview of the key concepts of personal selling with various approaches and strategies, and goes on to discuss the personal selling process in detail. The second part, Organization of Sales Force Functions, focuses on managing the sales force and elucidates on sales organization and territory. The third part, Managing the Sales Team, defines the roles and responsibilities of salespeople and includes chapters devoted to sales force recruitment, ion, training, motivation, compensation, and performance. The fourth part, Financial Aspects of Sales, examines the need of sales budgeting, forecasting, and cost analysis. The concluding part, Strategy and Modern Approaches, discusses the various sales strategies along with the effects of globalization and the modern approaches to effective selling.
Owing to its comprehensive coverage, the book will be equally useful to professionals besides students.
Table of contents
PART I PERSONAL SELLING
Chapter 1. Introduction to Personal Selling
Chapter 2. Personal Selling-Approaches and Strategies
Chapter 3. Personal Selling Process
PART II ORGANIZATION OF SALES FORCE FUNCTIONS
Chapter 4. Sales Force Management
Chapter 5. Sales Organization
Chapter 6. Sales Territories
PART III MANAGING THE SALES TEAM
Chapter 7. Salespeople and Sales Managers-Profiles, Roles, and Responsibilities
Chapter 8. Sales Force Recruitment
Chapter 9. Sales Force Selection
Chapter 10. Sales Training
Chapter 11. Sales Force Motivation
Chapter 12. Directing the Sales Force
Chapter 13. Sales Force Compensation
Chapter 14. Sales Force Performance
PART IV FINANCIAL ASPECTS OF SALES
Chapter 15. Sales Budgeting and Forecasting
Chapter 16. Sales and Cost Analysis
PART V STRATEGY AND MODERN APPROACHES
Chapter 17. Sales Strategy
Chapter 18. Modern Selling Approaches
Features
- Provides in-depth coverage and analysis of the approaches to personal selling and the strategies for its implementation
- Explains the key concepts with the help of Indian examples taken from real-life situations
- Discusses in detail the ion process of a sales management team and its relation to other departments
- Provides guidelines for effective sales performance
Description
Sales Management is a comprehensive textbook specially designed to meet the requirements of management students specializing in marketing. It explains the theoretical and practical aspects of sales management through numerous industry examples, case studies, exhibits, and illustrations.
The book is divided into five parts. The first part, Personal Selling, begins with an overview of the key concepts of personal selling with various approaches and strategies, and goes on to discuss the personal selling process in detail. The second part, Organization of Sales Force Functions, focuses on managing the sales force and elucidates on sales organization and territory. The third part, Managing the Sales Team, defines the roles and responsibilities of salespeople and includes chapters devoted to sales force recruitment, ion, training, motivation, compensation, and performance. The fourth part, Financial Aspects of Sales, examines the need of sales budgeting, forecasting, and cost analysis. The concluding part, Strategy and Modern Approaches, discusses the various sales strategies along with the effects of globalization and the modern approaches to effective selling.
Owing to its comprehensive coverage, the book will be equally useful to professionals besides students.
Read MoreTable of contents
PART I PERSONAL SELLING
Chapter 1. Introduction to Personal Selling
Chapter 2. Personal Selling-Approaches and Strategies
Chapter 3. Personal Selling Process
PART II ORGANIZATION OF SALES FORCE FUNCTIONS
Chapter 4. Sales Force Management
Chapter 5. Sales Organization
Chapter 6. Sales Territories
PART III MANAGING THE SALES TEAM
Chapter 7. Salespeople and Sales Managers-Profiles, Roles, and Responsibilities
Chapter 8. Sales Force Recruitment
Chapter 9. Sales Force Selection
Chapter 10. Sales Training
Chapter 11. Sales Force Motivation
Chapter 12. Directing the Sales Force
Chapter 13. Sales Force Compensation
Chapter 14. Sales Force Performance
PART IV FINANCIAL ASPECTS OF SALES
Chapter 15. Sales Budgeting and Forecasting
Chapter 16. Sales and Cost Analysis
PART V STRATEGY AND MODERN APPROACHES
Chapter 17. Sales Strategy
Chapter 18. Modern Selling Approaches
