SALES MANAGEMENT

The Textbook is basically 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 in an understandable language. Latest Models And Theories Are Very Well Explained With Practical Examples. Self assessment Questions are given at the End of Each Chapter. Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand. The Main Topics Covered In The Book Include :Introduction to Sales Management; Salesmen-Recruitment; Personal Selling; Motivating Sales force; Sales force Compensation; The Sales Organisation; Marketing Strategy In Personal-Selling; The Sales Manager; The Sales Force Management; Training In Sales; Sales Field, Territories, Quotas And Salesman’s Report; Evaluation of Sales Force, Sales Control and Cost Analysis; etc.