Sales Management by Pradip MallikSales Management by Pradip Mallik

Sales Management

byPradip Mallik

Paperback | December 31, 2011

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Sales Management is a comprehensive textbook designed to meet the requirements of management students specializing in Marketing at post graduate level. It covers the entire arena of theoretical and practical aspects of sales management as a subject, and uses numerous industrial examples,exhibits, and illustrations for learning. The book is divided in 5 parts. The first part, Personal Selling, begins with an overview of the key concepts of personal selling with various approaches and strategies, and goes on to discuss the personal selling process in detail. The second part, Organization of Sales Force Functions, talks aboutmanaging the sales force and elucidates on sales organization and territory. Following this, the third part, Managing the sales team, starts with defining the roles and responsibilities of sales persons and includes chapters devoted to sales force recruitment, selection, training, motivation,compensation and performance. Part IV, Financial aspects of Sales, examines the need of sales budgeting, forecasting and cost analysis. The concluding part V, Strategy and Modern Approaches, discusses about the various sales strategies along with the effects of globalization and modern approachesused for effective selling. Students will find this book useful owing to its coverage and insights. It will also serve as a veritable guide for professionals owing to the inclusion of strategic approaches along varied examples and case studies.
Dr. Pradip Mallik, currently a Reader at Centre for Management Studies, Burdwan University, has a vast experience of more than 20 years in academics. A Gold Medallist in MBA (Marketing), he also served as Head of the Department of Business Administration at Burdwan University during 2001-03. He has contributed many research articles i...
Title:Sales ManagementFormat:PaperbackDimensions:544 pages, 9.84 × 7.48 × 0 inPublished:December 31, 2011Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0198072023

ISBN - 13:9780198072027


Table of Contents

Part I- Personal Selling1. An Introduction to Personal Selling1.1 Personal selling: Concept, Meaning and Definition1.2 The Importance of Personal Selling In Communication Mix1.3 Salesmanship1.4 Objectives of personal selling1.5 Essentials of Effective Personal Selling1.6 a Advantages of Personal Sellingb Limitations of Personal Selling1.7 Role of personal Selling in Marketing1.8 Traditional Selling Approach1.9 Modern Selling Approach1.10 Types of Selling1.11 Sales as a profession1.12 Ethics in Selling2. Personal Selling: Approaches and Strategies2.1 Selling Approaches: A Theoretical Perspective AIDAS Approach, Right Set of Circumstances Approach, Buying Formula Approach, Behavioral Equation Approach, Need-Satisfaction Approach, Consultative Approach of Selling: Customer Relationship Based Approach, Problem Solving Approach.Team SellingApproach2.2 Personal Selling: Buyer-Seller Dyad2.2a: Factors Influencing Buying-selling dyad2.2b: Determinants of Seller-Buyer Dyad3. Personal Selling process3.1 Selling Process: A Stepwise Approach3.2 Prospecting: Meaning, Objectives and Sources3.3 Pre-Approach: A Step towards Sales Panning3.4 Approach: Dos and Don'ts3.5 Approaching Techniques3.6 Customer's Need Discovery: A Prime Concern for Selling3.7 Sales Presentation: Scopes and Methods3.8 Handling Objections: A Natural Experience in Selling3.9 Handling Objections: Coping Strategies3.10 Closing the sale3.11: Follow up After Sales: Importance and MethodsPart II: Organization of Sales Force Functions4. Sales Force Management4.1 Sales Management: An Introduction4.2 Functions of Sales Management: A Review4.3 Sales Planning: An Environmental Perspective4.4 Planning Sales Operations: A Useful Guideline4.5 Strategic Planning: A Building Block to Sales Management4.6 Sales Management and Sales Managers: A Function-Task Dyadic5. Sales Organization5.1 Sales Organization: Meaning, Purposes and Types5.2 Sales Organization: A Structural Perspective5.3 Criteria and Principles of developing a Sales Organization5.4 Organizing the Sales force: A Description5.5 Determining the Size of the Sales Force: A Methodological study5.6 Managing the Sales force: A Functional Orientation5.7 Integrating the sales force within the organization: A Need Based Approach5.8 Sales Organization: Few Contemporary Issues6. Sales Territory6.1 Sales Territory: Meaning and Definition6.2 Objectives, Benefits and Imperatives of Sales territory6.3 Management of Sales TerritoryPart III: Managing the sales team7. Sales persons and Sales Managers: Role and Responsibility7.1 Sales person: a critical human Resource7.2 Role of a sales person7.3 Duties and Responsibilities of Sales Persons7.4 Qualities of a Sales Person7.5 A Profile of Sales manager7.6 Role of a Sales Manager7.7 Duties and responsibilities of Sales managers7.8 Skills of Sales Managers8. Sales Force Recruitment8.1 Recruitment: Meaning and Conception8.2 Job Analysis: A Prerequisite for Recruitment8.3 Job Analysis: A Prerequisite for Recruitment8.4 Job Description and Job Specification: A Reference to Sales personnel8.5 Sources of Sales Recruits9. 9.1 Selection: An Introduction9.2 Selection Process: A stepwise Journey9.3 Interviews: The Backbone of Selection Process9.4 Guidelines for selection: Important Issues9.5 A Schema of The Interviews Process9.6 Psychological Tests: A critical Step in Selection9.7 Reference Checks, medical Examinations and Job Offer: Essential Formalities of Selection9.8 Socialization: an Imperative10. Sales Training10.1 Sales Force Training: Concepts, Definitions and Objectives10.2 Sales force Training: A Strategic Orientation10.3 Benefits of Sales Training at a Glance10.4 Sales Training: A Procedural Discourse10.5 Types of Training: An Overview10.6 Training Methods: A Detailed Illustration11. Sales Force Motivation11.1 Motivating Sales Persons: Objectives and Benefits11.2 Need: Mother of Motivation11.3 Motivation: A Strategic Push to Influence Sales Persons11.4 Motivation Theories: Its Applications to Sales force Motivation11.5 Stress and Motivation in a Sales person's Life12. Directing the Sales Force12.1 Direction: Concept and Understanding12.2 Leadership: A Conceptual Clarification12.3 Leadership and Motivation12.4 Qualities of a sales Leader12.5 Leadership Theories at a Glance12.6 Highlight of the Leadership Theories: A Practical Approach13. Sales Force Compensation13.1 Compensation: Concept, Definition and Types13.2 Sales Force Compensation Plan: An Illustration13.3 Factors Influencing Compensation Plan13.4 Criteria for a Sound Compensation Scheme13.5 Aims and Characteristics of a Compensation Plan: A Strategic Initiative13.6 Steps in Compensation Plan: A Developmental Process13.7 Methods of compensation13.8 Compensation Schemes: A Non-Financial Approach13.9 Strategic Compensation System (SCS): An Imperative to Sales Force Management14. Sales Force Performance14.1 Performance Appraisal: Concepts, Definitions and Objectives14.2 Performance Appraisal: Criteria and Benefits14.3 Steps in Sales Force Performance Appraisal: An Elaboration14.4 Sales force Control: A Necessary Adjunct of Performance Appraisal14.4a Sales audit 14.4b Management Information System 14.4c Management by Exceptions14.5 Performance Appraisal Methods: A special reference to sales force14.6 Managing Sales Performance: Contemporary IssuesPart IV: Financial aspects of Sales15. Sales Budgeting and Forecasting15.1 Sales Budget: An Introductory Approach15.2 Sales Budget: Basic Approaches15.3 Sales Budgets: Features, Objectives and Benefits15.4 Factors Influencing Sales Budgets15.5 Steps in determining Sales budget15.6 Methods of Determining Sales Budgets15.7 Sales Forecasting: A Preliminary Introduction15.8 Sales Forecasting: Factors and Fundamentals15.9 Approaches of Sales forecasting15.10 Methods of Sales forecasting16. Sales and Cost Analysis16.1 Sales analysis: Concepts and Features16.2 Sales Analyses at Individual Units: A Review16.3 Methods of Sales Analysis: A Concise Description16.4 Sales Quota: A Tool for sales Analysis16.5 Methods for setting Sales Quota16.6 Cost analysis: Concepts and Objectives16.7 Cost Control: An Important Objective of Cost Analysis16.8 Methods of Cost AnalysisPart V: Strategy and Modern Approaches17. Sales Strategy17.1 Strategic Orientation of Selling: An Introduction17.2 Environmental Analysis: A Prerequisite for Strategic Plan17.3 Sales Strategies: Some Common drivers17.4 Steps in Strategic Sales management17.5 Understanding Competition: Essential for Selling Strategy17.6 Marketing Strategy: A Trigger of Sales Strategy17.7 Sales Strategy: Focus on Customer Relationship17.8 Sales Strategy: Distribution as an Implementation Channel17.9 Sales Strategy: Social Responsibility Issues17.10 Customer Relations: A Customer Retention Strategy18. Selling under Globalization and Modern Approaches18.1 Dynamics of Selling: Tracing its Traditional Root18.2 Forces of Orientation: Traditional to Modern Selling18.3 E-Commerce: A Digital Route to Contemporary Personal selling18.4 Benefits of E-commerce18.5 Limitations of E-commerce18.6 Web Based Selling: Concepts and Applications18.7 Social Media: A New Vista to Modern selling