Sales Management and Personnel Selling is an integral part of Marketing Management. Modern Sales Management is a complex and disciplined mix of marketing skills, professional selling and negotiation skills, people management skills. It also involves varied functions of sales strategy and tactical planning, data management, performance monitoring and customer management. This book is targeted at the marketing students and professional sales managers who want to make the most of the market opportunities; and develop the productivity of his or her team. Today, companies are facing increased competition, with threats to many traditional markets and customer bases as supply and purchases points in many market segments become more concentrated. To tackle the threats and capitalize on opportunities the modern sales manager needs a far broader range of selling and managerial skills and expertise than in past decades. The aim of this book is to provide skill developing inputs that will enable in managing the sales environment with better profitably and productively.
• SALES MANAGEMENT: AN OVERVIEW
a) Introduction
b) Definition
c) Benefits of selling activities
d) Elements of sales management
e) Objectives of sales management
f) SMBO approach
g) Organization of selling unit
• PERSONAL SELLING
a) Introduction
b) Personal selling objectives
c) Relevant situation for personal selling
d) Diversity of selling situations
e) Selling process
• RECRUITMENT AND SELECTION
a) Introduction
b) Recruitment process
c) Sources of recruitment Selection process
• EFFECTIVE SALES EXECUTIVE
a) Introduction
b) Sales Representative
c) Changing Role of Field Sales Manager
d) Sales Manager - Responsibilities
e) Sales Management Competencies
f) Time Management of Sales Executives
g) The Sales Hierarchy Pyramid
h) The Sales Career Path
• SALES TRAINING
a) Introduction
b) Sales force training
c) Sales force development
d) Methods of improving sales-force productivity
• COMPENSATION AND MOTIVATION OF SALES PERSONNEL
a) Introduction
b) Requirements of a good sales compensation plan
c) Devising a sales compensation plan
d) Types of compensation
e) Factors influencing compensation
f) Dimensions of sales motivation
g) Importance of motivation
h) Motivation theories
i) Motivational tools
• SALES MEETINGS AND CONTESTS
a) Introduction
b) Sales meetings
c) Sales meetings: planning and staging
d) Types of sales meetings
e) Sales contests
f) Objectives of sales contests
g) Formats of contest
• SALES TERRITORIES
a) Introduction
b) Reasons for establishing territories
c) Bases for territory development
d) Approaches of Designing Territories
e) Procedure for Setting up sales territories
f) Revising Sales Territories
g) Why sales territories may not be developed
• SALES QUOTA
a) Introduction
b) Purpose of the Sales Quota
c) Types of quotas
d) Procedure for setting sales volume quota
e) Characteristics of a good quota system
• SUPERVISION AND EVALUATION OF SALES-FORCE
a) Introduction
b) Supervision of sales force
c) Evaluation of sales force
d) Time horizon for evaluation
e) Standards of performance
f) Measuring actual performance
g) The dynamic phase of evaluation
• SALES CONTROL AND COST ANALYSIS
a) Introduction
b) Sales audit
c) Sales analysis
d) Marketing cost analysis
• KEYWORDS
• REFERENCES
Dr. Nitin Zaware
Dr. Nitin Zaware is a distinguished Professor of Management and has huge teaching and research experience in Management. He has contributed many research papers on various management topics in research journals, national and international seminars and conferences. He has also been a member of prestigious professional bodies like Indian Society for Technical Education, National Institute of Personnel Management, Strategic Management Forum, All India Commerce Association and Association of Indian College Principals. He is also a member of the Board of Studies and a Ph. D. Research Guide at Savitribai Phule Pune University.
Dr. Avinash Pawar
Dr. Avinash Pawar is a multifaceted management teacher and researcher with academic experience across multiple disciplines of management. He has completed PhD (Management), MBA(IT), MBA(HRM), MBA(Operaations), MBA (Marketing) and BE(Computer) from Ssvitribai Phule Pune University. Dr. Avinash has a wide range of scholarly interests with an interdisciplinary approach towards management teaching-learning. He has published many research papers in National and International conferences and journals in India and abroad. He was awarded with Best Teacher Award, Outstanding Management Teacher Award and Global Management Teacher Award by prestigious educational organizations.
Subject Covers:-
This Book Useful for the students of :-
