• ISBN13: 9780198072027
• Binding: Paperback
• Subject: Business Management
• Publisher: Oxford UP
• Publisher Imprint: Oxford UP
• Publication Date: January 1, 2011
• Pages: 508
• Original Price: INR 850.0
• Language: English
• Edition: N/A
• Item Weight: 749 grams
• BISAC Subject(s): International / Marketing

Sales Management is a comprehensive textbook designed to meet the requirements of management students specializing in Marketing at post graduate level. It covers the entire arena of theoretical and practical aspects of sales management as a subject, and uses numerous industrial examples, exhibits, and illustrations for learning.

The book is divided in 5 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, talks about managing the sales force and elucidates on sales organization and territory. Following this, the third part, Managing the sales team, starts with defining the roles and responsibilities of sales persons and includes chapters devoted to sales force recruitment, selection, training, motivation, compensation and performance. Part IV, Financial aspects of Sales, examines the need of sales budgeting, forecasting and cost analysis. The concluding part V, Strategy and Modern Approaches, discusses about the various sales strategies along with the effects of globalization and modern approaches used for effective selling.

Students will find this book useful owing to its coverage and insights. It will also serve as a veritable guide for professionals owing to the inclusion of strategic approaches along varied examples and case studies.

Dr. Pradip Mallik, currently a Reader at Centre for Management Studies, Burdwan University, has a vast experience of more than 20 years in academics. A Gold Medallist in MBA (Marketing), he also served as Head of the Department of Business Administration at Burdwan University during 2001-03. He has contributed many research articles in reputed journals.