Sales Management (Hardcover)  | Released: 2004

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 Salesmans Report; Marketing Policies; Market Measurement, Sales Forecasting and Sales Budget; Psychology of Sales; Techniques of Selling; Sales Talks; Sales Records.Table of Contents: 1. Introduction Responsibilities of Sales Managers; Problems of Sales Management; Objectives of Sales Management; Functions of Sales Management; Sales Executive as Co-ordinator; Phases of Control; Informal Sales Control; Formal Sales Control; Types of Formal Sales Control; Types of Selling; Sale and Marketing 2. Salesmanship and Themes of Selling Definition of Salesmanship; Essentials of Salesmanship; Utility of Salesmanship; Prospecting; Sales Resistance; Closing Sales; Factors Governing Buyer-seller Inter-relation; Diversity of Personal-selling Situations; Selling as an Art and Science; Theories of Buying and Selling; Seller Oriented Theories of Selling; Behavioural Equation Theory 3. Sales Promotion The Promotion Mix; Meaning of Sales Promotion; Objectives of Sales Promotion; Fundamental Objectives of Sales Promotion; Importance of Sales Promotion; Forms of Sales Promotion; Major Decisions in Sales Promotion Programme; Publicity for Sales Promotion; Sales Promotion Strategies; Sales Targets 4. Marketing Management States of Demand and Corresponding Marketing Tasks; Company Concepts of Marketing; Essentials of Marketing; Reasons for Marketing Concept; Hurdles in Market Orientation; Areas of Marketing Management 5. Physical Distribution Definition of Physical Distribution; Utility of Physical Distribution System; Decision Areas; Application of Operations Research (OR) 6. Salesmen-Recruitment Recruitment Process; Qualities of Good Salesmen; Types of Salesmen 7. Personal Selling Characteristics of Personal Selling; Importance of Personal Selling; Limitations of Personal Selling; Personal Selling Qualities; Effective Personal Selling; Dealing with Objections; Types of Personal Selling; Negotiation; The Principled Negotiation Approach; Bargaining Tactics; Relationship Management; Steps in a Relationship Management Program 8. Wholesaling Definition of Wholesaling; Characteristics of Wholesaling; Classification of Wholesalers; Functions of Wholesalers; Wholesalers Services; Should Wholesaler be Removed? 9. Retailing Definition of Retailing; Difference Between Retailer and Retailing; Retailing Functions; Services Rendered by the Retailers; Essentials for a Successful Retailing; Forms or Retailing; Departmental Stores; Multiple Shops or Chain Stores; Departmental Store Vs. Multiple Shops; Mail Order Business; Hire Purchase; Co-operative Retailing; Super Market; One Price Shops 10. Cooperative Selling Definition of Cooperative Society; Need for Cooperatives; Forms of Cooperative Societies; Cooperatives in India; Consumers Cooperative Society 11. The Sales Organisation Value of Sales Organisation; The Ideal Sales Organisation; Objectives of Sales Organisation; Steps in Sales Organisation; Basic Types of Sales Organisational Structures; Field Organisation of the Sales Department; Distinctions in Centralisation and Decentralisation; Types of Line Authority; Line Authority on more than One Basis 12. Marketing Strategy in Personal-Selling The Competitive Setting; Types of Competitive Settings; Factors Influencing Personal-selling Strategy; Other Marketing Elements; Order Taker Vs. Getter; Basic Selling Styles; Methods of Determining the Size of the Sales Force; Individualizing Selling Strategies to Customers 13. Sales and Other Departments Functions of Sales Department; Coordinating Methods; Marketing Activities Requiring Coordination; Departments Requiring Coordination; External Relations 14. The Sales Manager Qualifications of Sales Managers; Sales Managers Decisions; Nature of Sales Management Positions; General Sales Manager; District Sales Manager; Functions of General Sales Manager; Governing Factors; Objectives of Effective Sales Manager; Relations with Top Management; Relations with Product Management; Relations with Promotion Management; Relations with Pricing Management; Relations with Distribution Management 15. The Sales Force Management Sales Force Interfaces; Strategic Decisions; Economies of Effective Sales Force Management; Measuring Quality of Sales Force; Involvement of Sales Executives; Guide Lines in USA; Guide Lines in India; Job Analysis; Procedure for Sales Job Analysis; Preparation of Sales Job Specifications 16. Training in Sales Types of Sales Training Programmes; Building Sales Training Programmes; The Contents of Training Programme; Steps in Training Programme; Types of Training Methods; Philosophies of Sales Training; Organization of Sales Training; Instructional Materials and Training Aids; Evaluating Sales Training Programmes; Comparative Advantages 17. Remuneration of Sales Personnel Money as Motivator; Sales Compensation Plans; Steps in Sales Compensation Plan; Compensation Plan to Meet Company Needs; Steps in Revision of Compensation Plan; Types of Compensation Plans; Bonuses; Fringe Benefits; The Work Load Approach 18. Motivation by Sales Management Motivational Help from Management; Theories of Gratification and Motivation; Factors in Motivation and Supervision 19. Sales Field, Territories, Quotas and Salesmans Report Steps in Management Process; Determinants of Standards; Kinds of Performance Standards; Recording Actual Performance; Sales Reports; Evaluation for Sales Force Control; Controlling Through Supervision; Who Should Supervise?; Territory Management 20. Marketing Policies Product Policies What to Sell; Policies in Relation to Product; Types of Product Line Policies; Full Line Policy; Types of Product Design Policy; Product Quality and Service Policy; Distribution Policies; Policies on Distribution Intensity; Sale Related Pricing Policies 21. Market Measurement, Sales Forecasting and Sales Budget Definition of Sales Forecasting; Objectives of Sales Forecasting; Importance of Sales Forecasting; Role of Sales Forecasting; Factors Affecting Sales Forecasting; Limitations of Sales Forecasting; Basic Rules of Sales Forecasting; Steps in the Process of Sales Forecasting; Methods of Sales Forecasting; Executive Judgment Method; Sales Force Composite Method; The Users Expectation Method; Experts Opinions; Market Test Method; Statistical and Quantitative Methods; What is Sales Budget?; Factors in Preparing Sales Budget; Forecasting in Indian Context 22. Psychology of Sales Various Steps in Selling; Methods of Sales Dialogue; Psychological Factors in Sales; Fundamentals of Successful Selling; Understanding Customers Psychology; Psychology of the Prospect; Psychological Tests of Buying Behaviour; Buying Motives; Types of Customers 23. Techniques of Selling The Selling Process; The Mental Processes in a Sale; Physical Process in Sales; Important Clues; Relationship Selling; Public Relations 24. Sales Talks Advantages of Planned Talks; Essentials of Sales Talks; Awakening Interest; Buying Motives; Handling Objections from Prospects; Handling Common Objections; Closing Sales Talk; Sales Responsibilities 25. Sales Records Elements of Effective Salesmanship; Deciding Sales Force Size; Personal Selling Appropriation; Report Writing; Record of Performance; Uses of Sales Records; Contents of Various Reports; Reporting by Exception; Journey Cycles