Sales Management
Material type:
TextPublication details: Himalaya Pub. 2002 New DelhiISBN: - 978-93-5097-465-0
- 658.81 CHU-S
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| 658.81 CHU-S Sales Management | 658.81 CHU-S Sales Management | 658.81 CHU-S Sales Management | 658.81 CHU-S Sales Management | 658.81 CHU-S Sales & Distribution Management | 658.81 DON-S Sales Management | 658.81 FAR-A;Vol-IV The Art of Marketing : Successfil Advertising Vol-IV |
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 Organization
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 Morale of Sales Persons
28. Compensating Sales Persons
29. Management of Sales Expenses
30. Sales Meeting and Sales Contests
31. Controlling Sales People - Evaluation and Supervision
32. Sales Budget
33. Sales Quotas
34. Sales Territories
35. Sales Control and Cost Analysis
36. Case Studies
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