In short, it reduces text of sumo wrestler proportions to those of an agile tennis player.
There is no dearth of books on sales and distribution. Yet another book must justify its utility. This book teaches you what makes a star salesman. It goes beyond that and also teaches how a sales manager has to operate. It also has a doll-up of distribution policies and strategies.
Contents :
1. Nature and Scope of Sales Management
2. Personal Selling and Salesmanship
3. Selling Function
4. Relationship Strategy
5. Developing Strategy
6. Product Positioning
7. Consumer Behaviour
8. Prospecting
9. Approaching the Customer
10. Sales Presentation
11. Sales Demonstration
12. Negotiating Buyer Concerns
13. Closing the Sale
14. Servicing the Sale
15. Self Management
16. Personal Selling Objectives
17. Sales — Related Marketing Policies
18. Personal Selling Strategy
19. The Job of a Sales Manager
20. Sales Organisation
21. Personnel Management in the Selling Field
22. Recruiting Sales Personnel
23. Selecting Sales Personnel
24. Sales Training
25. Execution and Evalution of Sales Training Programmes
26. Motivation and Morale of Sales Persons
27. Compensating Sales Persons
28. Management of Sales Expenses
29. Sales Meeting and Sales Contests
30. Controlling Sales People — Evaluation and Supervision
31. Sales Budget
32. Sales Quotas
33. Sales Territories
34. Sales Control and Cost Analysis
35. Contours of Distribution Management
36. Wholesaling
37. Retail Theories and Formats
38. Physical Distribution Management (PDM)
39. Transportation and Traffic Management
40. Warehousing and Storage
Case Studies
