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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
