A Practical Approach to Sales Management by Kujnish Vashisht
A Practical Approach to Sales Management
Author: Kujnish Vashisht
Title: A Practical Approach to Sales Management
ISBN10: 8126905379
ISBN13: 978-8126905379
Format: .PDF .EPUB .FB2
Publisher: Atlantic Publishers & Distributors (P) Ltd. (July 5, 2006)
Language: English
Size pdf: 1751 kb
Size epub: 1395 kb
Rating: 3.7 ✪
Votes: 413
Category: Business & Money
Subcategory: Marketing & Sales
Sales department occupies a strategically most important position in the present-day marketing operations. The increase in quantum of business, changing demographics, developed information technology and awareness of rights and privileges of the customers have prompted growing competition in business. In the changed scenario, the position of sales manager has gained in importance, thereby making the study of sales management in a proper perspective indispensable for the students who intend to pursue a managerial career. The present book A Practical Approach to Sales Management is a complete treatise on the subject. Beginning with a well-researched introduction to the field, the book discusses all the key concepts related to sales. It explicitly lays down the objectives of sales management -- achievement of sufficient sales volumes, contribution to desirable profits and ensuring continuous growth for the company, and its functions -- sales planning, organising the sales effort, coordination with other departments, appointing and training sales personnel, motivating sales persons, achieving sales targets, administration and control, to name but a few. The role of a modern-day sales manager has been exclusively presented in detail with a view to make the students highly competent in handling the real time marketing situations. The other important concepts of sales which have been analytically studied in the present book include -- Marketing Policies on Sales, Market Demand and Sales Forecasting, Recruitment and Selection of Sales Persons, Sales Training Programmes, Performance Evaluation, Sales Budget, Sales Territories, Sales Control and Analysis, and many others. A practical approach to each topic, well-illustrated with rich examples from the Indian sales environment, makes the book easily accessible to the average readers. A glossary of Sales and Selling Terms given in the Appendix of the book is an added advantage provided to the readers which would facil