• ISBN13: 9788126900053
• Binding: Hardcover
• Subject: Business Management
• Publisher: Atlantic Publishers & Distributors (P) Ltd
• Publisher Imprint: Atlantic
• Publication Date: March 6, 2001
• Pages: 252
• Original Price: INR 450.0
• Language: English
• Edition: N/A
• Item Weight: 260 grams

The book is a detailed study of sales and execution of contracts and projects, statutory and legal aspects of commercial terms, estimation, costing, pricing, budget, audit, inspection, inventory, export and import, customer service, communication, monitoring projects using latest techniques, renovation, modernization, expansion and diversification of products and projects. The book is meant for executives, managers, technologists, users of projects and staff working in the areas of sales, projects, finance, purchase, management, inspection, planning and production etc. The book will also be useful for students of undergraduate and postgraduate courses in management.

The author, S. SATYA MURTHY, is a graduate in Science and a graduate in Electrical Engineering. He is a Fellow and Chartered Engineer of the Institution of Engineers (India). He joined as a Commercial Engineer at BHEL, Bhopal in 1967. After working for 6½ years there, he worked at BHEL, Hyderabad for 22½ years till retirement. He worked in various capacities as Chief of Commercial Switchgear, Commercial Incharge of Western Region Projects, Chief of Commercial Electrical Machines, Senior Manager Commercial Electrical Machines for 4½ years. In addition, he was Cash Co-ordinator for 2 years, Convener of Product Committee for Turbo Generators up to 200 MW for 6½ years and ISO 9000 Co-ordinator. He has dealt with almost all products and projects of BHEL. He has travelled very widely in India and abroad.

• 1. Sales: A Preamble
• 2. Definition of Important Common Commercial Terms
• 3. Interpretation of Tender and Contract Clauses
• 4. General Terms used in Contracts and their Meaning
• 5. Interpretation of General Terms used in International Business
• 6. Diagrammatic Representations of a Typical Sales, Contracts and Projects Department, and its Interaction with other Functional Departments in the Organization
• 7. Flow Chart Depicting the Working of Sales, Contracts and Projects Department in Preparing Tenders and Execution of Contracts
• 8. Illustrations of Specimen Offers and Tenders and use of Commercial Clauses Necessary
• 9. Estimation and Costing
• 10. Pricing
• 11. Price Variation Clauses : Interpretation and Usage
• 12. Work Order/Manufacturing Order
• 13. Despatch, Billing, Cash Transactions and Funding by Different Sources
• 14. Budgeting and Inventory
• 15. Inspection and Audit
• 16. Monitoring Performance, by Flow Charts, Graphs, Bar Charts, Networks, Blocks and Pie-diagrams
• 17. Communication and Customer Service
• 18. Renovation and Modernization of Products and Projects
• 19. Diversification and Expansion
• 20. Acquisitions, Mergers, Liberalisation, Privatisation and Globalisation