The most promising employment generating sector of the economy is sales. It grows by leaps and bounds in a growing economy. With the decision to allow Foreign Direct Investment (FDI) in the retail sector to 51 per cent, the government has thrown open vast employment opportunities in the organized retail sector. Amongst the services, the insurance sector too is growing. There are going to be more banking licenses, and many business houses in the country will enter the banking sector. Automobile sector has expanded beyond expectations. The pharma sector is also showing health growth. All this augurs well for the sales function. So far sales management as a subject was neglected, but it will get its right place in the curriculum of the management institutes in the coming years.
This is the revised edition of the previous sixth edition. The whole text is upgraded to tune it with the modern trends. The entire process of selling has been explained. The Human Relations aspects of the selling function are dealt with adequately. The financial aspects such as budgeting are also touched upon. The book carries some important cases at the end.
Contents :
1. Nature and Scope of Sales Management
2. Personal Selling and Salesmanship
3. Selling Function
4. Relationship Strategy
5. Developing Product Solutions
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. Sales Planning
17. Personal Selling Objectives
18. Sales – Related Marketing Policies
19. Personal Selling Strategy
20. The Job of a Sales Manager
21. Sales Organization
22. Personnel Management in the Selling Field
23. Recruiting Sales Personnel
24. Selecting Sales Personnel
25. Sales Training
26. Execution and Evaluation of Sales Training Programmes
27. Motivation and Morale of Sales Persons
28. Compensating Sales Persons
29. Management of Sales Expenses
30. Sales Meeting and Sales Contests
31. Controlling Sales People – Evaluation and Supervision
32. Sales Budget
33. Sales Quotas
34. Sales Territories
35. Sales Control and Cost Analysis
36. Case Studies
