| |
This textbook, with its focused and precise approach, discusses all the important topics in sales and distribution management. It explains sales and distribution as integrated functions in marketing, under the following major headings: perspectives on sales management; the selling job and its challenges; distribution management; performance, motivation and training; success in selling, guides to sales people, lessons from sales superstars.PART A
SECTION ONE: UNDERSTANDING SALES MANAGEMENT
Ch. 1: The Perspective for Sales Management
Ch. 2: The Selling Job
Ch. 3: The Sales Management Job
Ch. 4: Consumer versus Organizational Selling
Ch. 5 Sales Managers and Salespersons: Roles, Types and Characteristics
SECTION TWO: SELLING THE JOB AND THE CHALLENGES
Ch. 6: Market Analysis and Sales Forecasting
Ch. 7: Selling Skills and Strategies
Ch. 8: Personal Selling
Ch. 9: Selling on Internet
Ch. 10: Closing a Sale
Ch. 11: Organizing and Managing the Sales Force
SECTION THREE: DISTRIBUTION MANAGEMENT
Ch. 12: Distribution: Role, Management and Strategy
Ch. 13: Management of Distribution Channel
Ch. 14: Retailing Management
Ch. 15: Management of Distributors and Wholesalers
SECTION FOUR: PERFORMANCE, MOTIVATION, TRAINING
Ch. 16: Standards, Performance, Productivity
Ch. 17: Motivation, Compensation, Training
SECTION FIVE: GUIDES TO SALESPERSON
Ch. 18: Guiding salesperson to success
Ch. 19: Lessons from International Sales Superstars
SECTION SIX: EVALUATION OF SALES MANAGEMENT
Ch. 20: Evaluation and Control of Sales Management ISBN - 9781259026546
|
| |
Pages : 552
|