Sales management

By:

Kumar, Pradip Mallik

Material type: Text

TextPublication details: Oxford University Press Noida 2011Description: xvi, 492 p. 25 cm ; PbkISBN:

9 780 198 072 027

Subject(s):

Sales Performance Sales management

DDC classification:

658.81 KUM

Contents:

Part I- Personal Selling 1. An Introduction to Personal Selling 2. Personal Selling: Approaches and Strategies 3. Personal Selling process Part II: Organization of Sales Force Functions 4. Sales Force Management 5. Sales Organization 6. Sales Territory Part III: Managing the sales team 7. Sales persons and Sales Managers: Role and Responsibility 8. Sales Force Recruitment 9. Sales Force Selection 10. Sales Training 11. Sales Force Motivation 12. Directing the Sales Force 13. Sales Force Compensation 14. Sales Force Performance Part IV: Financial aspects of Sales 15. Sales Budgeting and Forecasting 16. Sales and Cost Analysis Part V: Strategy and Modern Approaches 17. Sales Strategy 18. Selling under Globalization and Modern Approaches

Summary: Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	H.T. Parekh Library	GSB Collection	658.81 KUM (Browse shelf(Opens below))	Available		40713

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Previous	658.81 JOH Churchill/Ford/Walker's sales force management	658.81 JOH The One minute sales person	658.81 JYO Sales and distribution management	658.81 KUM Sales management	658.81 LAN Selling and sales management	658.81 LEE Reverse marketing	658.81 LEW Sales letters that sizzle	Next

Gratis from publisher

Part I- Personal Selling
1. An Introduction to Personal Selling
2. Personal Selling: Approaches and Strategies
3. Personal Selling process
Part II: Organization of Sales Force Functions
4. Sales Force Management
5. Sales Organization
6. Sales Territory
Part III: Managing the sales team
7. Sales persons and Sales Managers: Role and Responsibility
8. Sales Force Recruitment
9. Sales Force Selection
10. Sales Training
11. Sales Force Motivation
12. Directing the Sales Force
13. Sales Force Compensation
14. Sales Force Performance
Part IV: Financial aspects of Sales
15. Sales Budgeting and Forecasting
16. Sales and Cost Analysis
Part V: Strategy and Modern Approaches
17. Sales Strategy
18. Selling under Globalization and Modern Approaches

Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.

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