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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
