Most of the books available in India are basically giving theoretical aspects of sales management that does not give real practical aspects that a manager is required to handle. The author have attempted to give all these practical aspects along with the theory and have explained them with actual examples and case to make them live. The author feel that the book will be useful for all those faculties who do not have corporate work experience at sales manger level that and do not have proper perspective of sales management. The author will be happy to receive valuable inputs that can be incorporated in next editions.
Contents –
Part I : Sales Management
1. Introduction
2. Sales Management – Planning of Sales Efforts
3. Sales Management – Organizing Sales Efforts
4. Sales Management – Directing Sales Efforts
5. Sales Management – Controlling Sales Effort
Part II : Personal Selling
1. Personal Selling
2. Selling Process Industrial/Institutional Sale
3. Selling Process Consumer Goods
4. Selling of Services
