Industrial Marketing, also known by such names as Business Marketing, Business to Business Marketing, Organisational Marketing, etc., is growing in importance and popularity. However, there is a dearth of literature on this subject, particularity in India. This book fills this void to a considerable extent. The book is comprehensive, concise and lucid and has a number of illustrative diagrams and tables which make recapitulation and presentation easy for the students. The book also contains a number of Cases-very small to medium size, a discussion of which will help get more into and practical orientation to the subjects. This book covers the syllabi of the Industrial Marketing of the Management and Commerce courses prescribed by the UGC Model Curriculum. Book Content of Industrial Marketing Text and Cases 1. An overview of Industrial Marketing 2. Comparison Between Business and Consumer Market/Marketing (Characteristics of Industrial Market / Marketing) 3. Demand for Industrial Gods 4. Industrial Buying and Buying Behaviour 5. Partnering / Relationship Marketing and CRM 6. Industrial Market Segmentation, Targeting and Positioning 7. Industrial Product Decision 8. Industrial Pricing 9. Industrial Marketing Communication 10. Personal Selling 11. Industrial Business Marketing Logistics 12. Industrial Marketing Information System 13. Services Marketing 14. E-Business 15. Strategic Marketing Planning and Control 16. International Industrial Marketing 17. Cases

Marketing has raised the standard of living of people by bringing them in touch with products useful to them in satisfying their needs and wants. Most of the products that we see on the shelves of the supermarket were not available till two decades ago. They are fresh new products. How these are developed? How products are branded? How are they priced? and last but not the least, how are they promoted? All these Ps of marketing are covered. Apart from these, Consumer Behaviour, Marketing Research and Sales Management have been dealt with. It is a book that introduces you to the basics of marketing. Contents - 1. What is Marketing? 2. Managers and Environment 3. Strategic Planning 4. Marketing Process and Marketing Planning 5. Competitive Environment 6. Marketing Research and Marketing Information System 7. Consumer Behaviour 8. Demand Measurement and Forecasting 9. Market Segmentation and Targeting 10. Product Planning 11. Differentiation and Positioning of Products 12. New Products: Planning and Development 13. Marketing Strategies for Market Leaders, Followers and Nichers 14. International Marketing 15. Product Mix Strategies 16. Brand Decisions and Packaging Decisions 17. Marketing of Services 18. Pricing Decisions 19. Marketing Channels – Retailing 20. Marketing Channels – Wholesaling 21. Channel Marketing 22. Physical Distribution Management (PDM) 23. Promotion Mix 24. Advertising Decisions 25. Advertising Campaigning and Creativity in Advertising 26. Media Overview 27. Advertising Business 28. Managing Sales Promotion and Sales Displays 29. Direct Marketing 30. Managing the Sales Force 31. Marketing Organisation 32. Eveluation and Control of Marketing Function

Sales and distribution are like the Siamese twins. They facilitate each other. This is the rationale behind the combination of these two areas in this book. The book deals with the sales process right from prospecting to the close of the sale. It also covers the management of the sales force. The chapters on distribution familiarize the readers with the channels available, the conflicts encountered, and modes of transport employed. In a nutshell, the book distills the knowledge of a vital business area into a ready-to-practice document, highly useful to readers. Contents : 1. Nature and Scope of Sales Management 2. Personal Selling and Salesmanship 3. Selling Function 4. Relationship Strategy 5. Developing Product Solutions 6. Product Positioning 7. Consumer Behaviour 8. Prospecting 9. Approaching the Customer 10. Sales Presentation 11. Sales Demonstration 12. Negotiating Buyer Concerns 13. Closing the Sale 14. Servicing the Sale 15. Self-management 16. Sales Planning 17. Personal Selling Objectives 18. Sales-related Marketing Policies 19. Personal Selling Strategy 20. The Job of a Sales Manager 21. Sales Organisation 22. Personnel Management in the Selling Field 23. Recruiting Sales Personnel 24. Selecting Sales Personnel 25. Sales Training 26. Execution and Evaluation of Sales Training Programmes 27. Motivation and Moral of Salespersons 28. Compensating Salespersons 29. Management of Sales Expenses 30. Sales Meeting and Sales Contests 31. Controlling Salespeople - Evaluation and Supervision 32. Sales Budget 33. Sales Quotas 34. Sales Territories 35. Sales Control and Cost Analysis 36. Contours of Distribution Management 37. Wholesaling 38. Retail Theories and Formats 39. Physical Distribution Management (PDM) 40. Transportation and Traffic Management 41. Warehousing and Storage 42. Case Studies

Commerce application deployment. Countries like Japan, South Korea, Singapore, and Hong Kong are adopting the mobile payment system enthusiastically. In Japan and South Korea, major wireless operators like NTT DoCoMo and SKTelecom have successfully implemented M-commerce. Japan has nearly 65% of mobile penetration and now mobile phones are also doubling up as `mobile wallets` (cash and credit cards) combined with services such as GPS and location-based targeting, which are opening new market possibilities with new revenue streams. M-commerce has the potential to provide huge satisfaction to end-users, generate business opportunities, and provide quick access. There are a number of technologies that enable mobile commerce such as infrared, SMS, interactive voice response, mobile scan and contactless chips. These technologies are transforming the mobile phone into a replacement for petty cash, and debit and credit cards; here the payments are charged either through the mobile phone bill or to the bank account. Despite all the hype, M-commerce has still not gained speed in the country. The overriding hype and expectation has kind of built a wall around M-commerce. The prevalent assumption is that this service is for the elite, which is not the case. Another area which needs to be dealt with is the issue of security and reliability. The Indian user is still not comfortable with the idea of giving away his debit or credit card number over the phone. Also, security is a major concern for M-commerce to flourish. There are a number of payment options for people such as cheque pick-up, cash on delivery, etc., so the number of people actually paying through cards is not very significant. Security is not a concern technologically; it is just a matter of the mindset that needs to be changed. There are ways such as tamper-proof digital certificates to authenticate the identity of users, for example PIN or passwords. Biometrics such as voice recognition is another area, which can be used to offer greater protection. Although in a nascent stage, a number of players have ventured into the Indian M-commerce segment. Online Mobile provides services such as movie ticket booking through its voice systems. Playmates have tied up with Citibank to provide SMS-based M-commerce services and Jigrahak has launched a payment platform called 'NGpay' for online mobile shopping, to name a few. Telecom service providers such as Reliance and Airtel have been providing services such as bill payments, railway and airline ticket booking, etc. To sum it up, it is evident that the opportunity is immense and mobile commerce can be seen as a potential revenue driver for the industry players. The possibilities are innumerable. Once the pace is set, M-commerce will become the way of life on mobile. This book is an effort to explain the concept of M-commerce, its growing adaptation, the various hurdles due to which its usage has not gained the momentum, in India. This book can be used as elementary reading as far as M-commerce is concerned. Glossary is included in the last part of this book, which gives the idea about the technical jargons used throughout this book. Contents : 1. M-commerce - An Overview 2. History of M-commerce 3. Drivers of M-commerce 4. Supporting Technologies 5. Mobile Security 6. M-commerce Applications 7. L-commerce 8. M-commerce - Indian Scenario 9. Limitations of M-commerce 10. M-commerce: Coming of Age Case Studies Paper - 1 Glossary Abbreviations

Separate section dedicated to `Physical Distribution and Channel Management` and `Retail Marketing Management`. Exhaustive glossary to help quick understanding of the important terms at a glance. Emphasis on Indian example and reference for easier understanding and better conceptual clarity. Extensive discussions on upcoming trends and contemporary concepts in retailing for example, on-store retailing formats such as Vending Machines, Online Retailing (Retailing), etc. Included additional reading, cases in some chapters as the additional information. Covers the syllabi of money Diploma and Master Courses at various Universities. Contents : SECTION I Physical Distribution and Channel Management 1. Marketing Channels 2. Physical Distribution Management 3. Wholesalers 4. Retailers 5. Franchising 6. Managing Marketing Channels and Channel for Conflicts 7. Channels for Consumer Goods, Industrial Goods and Services 8. Multi Level Marketing (MLM) 9. Overview of Supply Chain Management SECTION II Retail Marketing Management 10. Types of Retailers 11. Supermarkets-Departments Stores Chain Store Management 12. Store Layout 13. Retail Merchandising and Shop Displays 14. Retail Advertising and Sales Promotion 15. On-Line Retailing 16. Changing Face of Retailing 17. Retailing in India ANNEXURE I. Wheel of Retailing II. Popular Non-store Retailing Format: Vending Machine III. Glossary

After having discussed the subject many times with the students, we felt there is a requirement for a customized book on the subject on ‘Salesmanship’ as the scope of the subject is very vast and it is very challenging in conceptualizing the ideas. We are pleased to present this book in order to facilitate the students of MBA, BBA, M.Com. Programme of various Indian and Foreign Universities. Every care has been taken to ensure ‘zero-effect’ in the book. But there is always a scope for improvement. And we would request teaching communities and students to suggest in further improvement of the book. Contents : 1. Salesmanship 2. Understanding Consumer Behaviour 3. Knoweldge of Products, Competition and Methods of Acquiring Product Knowledge 4. Knowledge of Customers, Selling Process 5. Selling Jobs and Types of Salesman 6. Relationship Marketing and Sales Force Automation

Sales Management, as a part of Marketing Management is focused on short-term revenue generation . This practical book emphasizes firm-level profit optimization through the well-known concept of customer satisfaction, as well as conversion of prospects to regular customers. Simultaneously, adherence to 'Laws of the land', i.e., Corporate Social Responsibility has also to be taken into consideration by ethical Sales Management personnel, who must strive to ensure planned, mostly short-term revenue generation. Emphasis will be on existing customers and new prospects, who have to be serviced through presently available organization-level resources. Well-known concepts like Sales Planning, Organising, Controlling, Staffing and Directing have been separately and, later, cumulatively, emphasized through a number of real-life cases and caselets, which have been handled by this Author in his role as a Management Consultant in India. Beside the above usual concepts, this book also has emphasized on the need to understand that every sales and service person is an asset. Hence, 'Return on Assests Managed' (ROAM) has been explained in-depth in this book. The real-life role of practical guidelines like A-B-C analysis, planned resource deployment, need for effective sales strategy etc. have been clarified in this book. An interesting and unique concept has been suggested in this book. This is termed as 'Sales Call Effectiveness Indicator',i.e., S.C.E.I. Through real-life examples, this concept has been explained in depth. Finally, this Author, based on his 26 year long Management Consultancy experience, mostly in India, has offered in this book, an optimal set of decisions, using a real-life case study, based on the principle of Problem Solving Approach. This analysis is meant to be only a guideline for effective problem solving and decision-making. To sum-up: This book has offered practical guidelines for real-life problem solving and both efficient as well as effective decision-making. Target audience of this book will not only be the students in the fields of Sales and Marketing Management, but also real-life, practical sales professionals, like this Author, who was a salesperson for more than a decade, at various levels in four large organizations in India. Hence, besides basic and relevant concepts, theories and guidelines,'Dos and don`ts' have been suggested in various chapter so as to help both students and practitioners. Contents : 1. Introduction to Sales Management 2. Basic Concepts of Sales Management 3. Sales Planning 4. Sales Forecasting 5. Selling Process 6. Sales Organisation 7. Sales Control 8. Time and Territory Management 9. Negotiation Process 10. Scientific Basis for Allocation of Selling Resources New Concepts: KRA-ABC, S.C.E.I. and R.O.A.M 11. Sales Direction, Guidance, Motivation 12. Sales Staffing: Recruitment, Selection, Training and Development 13. Evaluating Sales Performance 14. Sales Performance: Problems and Solution 15. Marketing Communication System 16. A Case on Sales Management: An Optimum Solution 17. Relationship Building for Effective Sales Management 18. Retiling and Merchandising: Pulling Prospects 19. The Art of Effective Selling Epilogue

Starting out in marketing research area can be difficult without suitable guidance and diagonostic aptitude to set you on the right path. Students and practioners alike need real life situations in the Indian context to follow and apply principles of marketing research. The comprehensive book on Case Studies with Problems is written specifically for students and researchers to equip them with analytical skills Highlights : - Real life cases on marketing research with focus on Indian perspective. - Cases from leading universities and schools of Management. - Presented in a `users-friendly` language. - Use of problems for clear understanding of research issues and remedies. Contents : BLOCK - A : MARKET RESEARCH CASES Case Study 1. National Paints Limited Case Study 2. Fertilizers India Limited Case Study 3. Research On Rural Markets Case Study 4. Research On Branding Case Study 5. Consumer Research on Horlicks Case Study 6. Rural India Prefers To Be Mobile First Case Study 7. Questionnaire for the Study of Buying Behaviour of Motorbike Case Study 8. Questionnaire Construction to Study Advertising Effectieness Case Study 9. PVR Cinema, Delhi Case Study 10. Mehta Tyres Ltd. Case Study 11. Airline Industry Case Study 12. Small Car Company Case Study 13. New Product Development of Motorola Case Study 14. Establishing a New Hotel Case Study 15. Good Brothers India Case Study 16. Rama Store Case Study 17. Revival of Parikarma Case Study 18. The Suman Calender Manufacturing Company Case Study 19. Selection of Sampling Method Case Study 20. Marketing Research for Lorino Case Study 21. J.P. Boon-Moon Marketing Ltd. Case Study 22. Apple India Ltd. Case Study 23. Shri Ram Consultants Case Study 24. Cosmetics(India)Ltd. Case Study 25. Member Satisfaction Survey of AIMA Case Study 26. Research on the Young Indian’s Mind Case Study 27. Wolff Drug Company Case Study 28. All That Flickers Case Study 29. The Bookshop Case Study 30. Launching of Microwave Oven Case Study 31. Launching of New Genset Case Study 32. Customer Research on Magnetic Disc Drives Case Study 33. The Study on Inventory Management to be Carried out at Ranikhet Thermal Power Station Case Study 34. Data Analysis and Interpretation Case Study 35. Research for Frozen Vegetable Industry Case Study 36. Indian Bicycles Private Limited (IBPL) Case Study 37. Questionnaire Case Study 38. Valentine Lamp Makers (Lap) Case Study 39. Defining a Research Problem Case Study 40. Children’s Magazine BLOCK - B: PROBLEM IN MARKETING RESEARCH

Starting out in sales area can be difficult without suitable guidance and diagonostic aptitude to set you on the right path. Students and practitioners alike need real life situations in the Indian context to follow and apply principles of sales and distribution management. It not only attempt to provide analytical power and problem solving skills through case analysis and role plays but also aims to provide learning of state-of-art sales tools with which to approach the study of this exciting subject area to study on track, packed with useful case studies. It presents topics in terms of practical, tried and tested skills. Book Content of Cases in Sales and Distribution Management Part A: Guidelines for Analysing Case Studies Part B: Cases in Sales Management Part C: Cases in Distribution Management Part D: Role Plays

This book seeks to expand the coverage in all the significant areas of strategic marketing competitive strategies, product and services strategies, growth and innovative strategies and the strategic CRM. The objective of writing this book is to make students to understand the Indian and International approach on various aspects of strategic marketing. This book has been specially written for the postgraduate students and the subject matter in this text has been presented in such a way that it can be easily grasped by a students and also by an advanced reader by providing sufficient knowledge about strategic Marketing by developing strategic approach so that they can handle the responsibilities of content so as to make reading this book a pleasurable. Contents - 1. Strategy: An Overall View 2. Strategic Marketing : An Introduction 3. Product and Services Strategies 4. Competitive and Turnaround Strategies 5. Distribution Strategies 6. Corporate Strategies 7. The Strategies in Action Case Studies