This extensive textbook digs into the fundamental principles of both marketing and sales management, providing a complete understanding of how these two crucial areas work together to promote the success of businesses. This book examines the fundamental ideas, approaches, and procedures that contribute to efficient marketing and sales functions in businesses and other organizations.
Students in the subjects of marketing, sales management, business administration, and other related fields will benefit from studying the material included in this textbook. Additionally, it is a useful resource for people who want to improve their grasp of how marketing and sales collaborate to achieve business growth. The purpose of the course is to make it easier to understand the conceptual framework of efficient sales management and marketing practice and to identify the fundamental components of those practices.
|
UNIT |
TITLE |
PAGE NO. |
|
UNIT:1 |
INTRODUCTION |
1-27 |
|
UNIT:2 |
PRODUCT, PRICING, DISTRIBUTION CHANNELS AND PHYSICAL DISTRIBUTION |
28-55 |
|
UNIT:3 |
PROMOTION AND RECENT DEVELOPMENTS IN MARKETING |
56-81 |
|
UNIT:4 |
CONTEMPORARY ISSUES IN MARKETING MANAGEMENT |
82-113 |
|
UNIT:5 |
PERSONAL SELLING, SELLING APPROACHES AND STRATEGIES |
114-143 |
|
UNIT:6 |
THE SELLING PROCESS |
144-171 |
|
UNIT:7 |
RECRUITMENT, SELECTION AND TRAINING, MANAGEMENT OF SALES FORCE FUNCTIONS |
172-191 |
|
UNIT:8 |
SALES FORCE MOTIVATION, COMPENSATION |
192-211 |
|
UNIT:9 |
SALES TERRITORY AND SALES QUOTA |
212-233 |
|
UNIT:10 |
PERFORMANCE APPRAISAL, EVALUATION AND CONTROL |
234-247 |
Dr. Mona Chawhan
Dr. Mona Chawhan, is an Assistant Professor Head, Department of Commerce in Govt. K.H. College, Abhanpur 493661, Chhattisgarh, India. She has nineteen years of teaching experience. She has completed her Ph.D. in Commerce in the year 2012 and presented/published eighteen research papers in Journals and attended more than thirty Conferences. She currently acts as a research guide. Under her guidance, one scholar has received an award.
Dr. Ritu Marwah
Dr. Ritu Marwah, is an Assistant Professor in Govt. D. B. Girls' P. G. (Auto.) College, Raipur-492001, Chhattisgarh, India. She has twelve years of teaching experience. She has completed her Ph.D. in Commerce in the year 2019 and presented/published more than twenty numbers of research papers in Journals and attended more than thirty Conferences. She currently acts as a research guide for two research scholars at present. Under her guidance, one scholar has received an award, and two scholars have submitted their thesis for consideration.
Dr. Vinay Raj R
Dr. Vinay Raj R, has an experience of 19 years in the education field in various levels and 2 years in marketing. Presently Working as Dean, Academics of Nirmala college of Engineering, Technology & Management, Was Previously associated with Ministry of Education, Maldives. Worked as Dean of Yeldo mar Baselios College from 2019 to 2021. He was also associated with De Paul institute of Science & Technology, Angamaly for nearly 11 years and worked in the capacity of Director Research and was in charge of international programmes. Has visited DePaul University Chicago, to start a new online programme (GLE) with De Paul Institute of Science and Technology Angamaly, his previous Organisation. Has published more than 30 articles in various national and international journals. He has also participated in various FDPs and MDPs. Chairman of MBA university exam and, Expert Panel Member, Board of Studies MHRM, Mahatma Gandhi University. Also, in various panel of different Autonomous colleges. He has guided 5 M.Phil. Students. Countries Visited - USA, Thailand, Malaysia, Sri Lanka and Maldives.
Dr. Akshay Jain
Dr. Akshay Jain, is currently working as Director Admissions and Marketing at Amity University, Rajasthan. He is an alumnus of Indian Institute of foreign trade Delhi, and (Hons.) in statistics from Delhi University. He is a Senior Management professional with expertise in Branding, Marketing, Advertising and Experiential Marketing, and has worked for the PR Divisoin of world’s largest ad agency Ogilvy & Mather, Leading Media houses in various capacities like Dainik Bhaskar, Amar Ujala, My FM etc. He is also a start-up mentor and coach and is an authority in Entrepreneurship, Business Planning and Creating Brands.
