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The first Edition of the book on “Personal Selling and Sales Management” for the benefit of students, teach and young executives engaged in sales and marketing of products and services. The book covers the full syllabi on Sales Management of most Indian Universities. Includes separate chapters on Field Salesman to Field Sales Manager, Selling to Rural Consumers, Services Selling, Industrial Selling, Careers in Professional Selling, Recent Trends in Sales and Marketing and Ethics in Sales and Marketing based on discussions with some of the sales and marketing professional across industries. The book would serve as a comprehensive text book on 'Sales Management' a popular subject introduced in all management institutes. Figures, tables, boxes and short case studies have been included to enable the students to learn the concepts. The select bibliography on the subject matter is given for further study and reference. Salient features of the book - - Covers the full syllabi on Sales Management ofmost Indian Universities. Contains separate Chapters on: Field Salesman to Field Sales Manager Selling to Rural Consumers Services Selling Selling to Industrial Consumers Careers in Professional Selling Recent Trends in Sales and Marketing Ethics in Sales and Marketing - Integrated presentation of the text with figures, tables, boxes and short case studies. - Valuable book for students who are undergong Graduate and Post Graduate Studies in Management / Commerce (Full-time, Part-time and Distance Education) and young executivies engaged in Sales and Marketing of goods and services. Contents : 1. Nature and Sales of Sales Management 2. Sales Environment 3. Sales Organisation 4. Role of Personal Selling in the Marketing-mix 5. Sales Planning 6. Sales Force Planning 7. Sales Force integration during Mergers and Acquisitions 8. Recruitment and Selection of Sales Force 9. Training and Development of Sales Force 10. Sales Force Compensation 11. Sales Force Motivation 12. Controlling the Sales Force 13. Performance Appraisal of Sales Force 14. Market Demand and Sales Forecasting 15. Sales Territory Management 16. Sales Budget and Sales Target 17. Personal Selling 18. The personal Selling Process 19. Field Salesman to Field Sales Manager 20. Services Selling 21. Industrial Selling 22. Selling to Rule Censurers 23. Careers in Professional Selling 24. Recent Trends in Sales 25. Ethics in Sales and Marketing Bibliography
