Sales Management (Paperback - 2005)

The textbook is primarily written for students pursuing Sales Management as a main or as an optional paper in marketing course. The book covers syllabus of B.B.A., M.B.A. and P.G.D.B.M. Marketing executives and advertising managers can also appraise themselves of the subject.

The book has been written in an easy language and a lucid style. Latest models and theories are very well explained with practical examples. Questions set in the universities are given at the end of each chapter. Even professionals in marketing, sales, finance and production/purchasing would find this easy-to-understand book valuable.

The main topics covered in the book include: Introduction; Salesmanship and Themes of Selling; Sales Promotion; Marketing Management; Physical Distribution; Salesmen-Recruitment; Personal Selling; Wholesaling; Retailing; Cooperative Selling; The Sales Organisation; Marketing Strategy in Personal-Selling; Sales and Other Departments; The Sales Manager; The Sales Force Management; Training in Sales; Remuneration of Sales Personnel; Motivation by Sales Management; Sales Field, Territories, Quotas and Salesman’s Report; Marketing Policies; Market Measurement, Sales Forecasting and Sales Budget; Psychology of Sales; Techniques of Selling; Sales Talks; Sales Records.

C.L. Tyagi, M.Com., LL.B. (Delhi), Ph.D. (Agra), has been in the academic field for more than forty-five years. He has been formerly at faculty in the Rajdhani College [Delhi University]. He has also taught in the foreign Universities for fifteen years. He is the author of Business Law, Company Law, Financial and Management Accounting, and Advertising and Consumer Behaviour. At present, he is Director, SRM Institute of Management and Technology, Modinagar, Uttar Pradesh.