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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, selection, 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.isbn-9780198072027
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