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Author : Don E. Schultz,William A. Robinson
Publisher : N T C Business Books
Page : 520 pages
File Size : 45,6 Mb
Release : 1982
Category : Business & Economics
ISBN : PSU:000015705204
Includes index
Author : M J Mathew
Publisher : Unknown
Page : 128 pages
File Size : 42,8 Mb
Release : 2024-07-03
Category : Electronic
ISBN : 8185813361
Author : C.L. Tyagi,Arun Kumar
Publisher : Atlantic Publishers & Dist
Page : 440 pages
File Size : 46,8 Mb
Release : 2004
Category : Electronic
ISBN : 8126903112
The Textbook Is Primarily Written For Students Pursuing Sales Management As A Main Or As An Optional Paper In Marketing Course. The Book Covers Syllabus Of B.B.A., M.B.A. And P.G.D.B.M. Marketing Executives And Advertising Managers Can Also Appraise Themselves Of The Subject.The Book Has Been Written In An Easy Language And A Lucid Style. Latest Models And Theories Are Very Well Explained With Practical Examples. Questions Set In The Universities Are Given At The End Of Each Chapter. Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand Book Valuable.The Main Topics Covered In The Book Include :Introduction; Salesmanship And Themes Of Selling; Sales Promotion; Marketing Management; Physical Distribution; Salesmen-Recruitment; Personal Selling; Wholesaling; Retailing; Cooperative Selling; The Sales Organisation; Marketing Strategy In Personal-Selling; Sales And Other Departments; The Sales Manager; The Sales Force Management; Training In Sales; Remuneration Of Sales Personnel; Motivation By Sales Management; Sales Field, Territories, Quotas And Salesman S Report; Marketing Policies; Market Measurement, Sales Forecasting And Sales Budget; Psychology Of Sales; Techniques Of Selling; Sales Talks; Sales Records.
Author : Richard L. Irwin,William Anthony Sutton,Larry M. McCarthy
Publisher : Human Kinetics
Page : 356 pages
File Size : 42,6 Mb
Release : 2008
Category : Business & Economics
ISBN : 073606477X
This is a guide to promotion and sales in the sport industry. Experts from the classroom and sports field offer insights and experiential data on the skills needed to succeed in sports promotion and sales.
Author : Alex Maingi
Publisher : GRIN Verlag
Page : 9 pages
File Size : 42,6 Mb
Release : 2014-03-11
Category : Business & Economics
ISBN : 9783656612407
Seminar paper from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, University of Canberra, language: English, abstract: The term sales management means achieving the sales objectives of an organization in an effective way through efficient planning and training. Thus directing and managing resources of the organization. Under sales management, we have got four major phase and they include; conception, planning, execution and control. More so, sales management deals with of attracting customers to exchange what they have (money) with goods and services provided by the company. Sale management may concern its self with enlarging chances of instilling many processes in various places and widening the new sales channels. Problems faced by sales managers All of us are aware that that the customer is at the heart of any business and any sales promotion initiative should aim at targeting the market prevailing conditions and get a chance to appeal to the customers otherwise in real essence the a manager is faced with a challenge of loosing its customers due to stiff competition from the competitors. This is just an example of how poor sales promotion strategies can cause a blunder of even loosing the customers who are the main stakeholders to the business. One of the common problems faced by sales manager is congratulating the sales force of a job which has been done well and move to other areas of improvement.
Author : Chris Noonan
Publisher : Taylor & Francis
Page : 444 pages
File Size : 44,8 Mb
Release : 2010-08-27
Category : Business & Economics
ISBN : 9781136367410
Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
Author : Eugene M. Johnson,David L. Kurtz,Eberhard Eugen Scheuing
Publisher : McGraw-Hill Companies
Page : 630 pages
File Size : 52,6 Mb
Release : 1986
Category : Business & Economics
ISBN : IND:39000009214250
Author : Pundrik Mishra
Publisher : Global India Publications
Page : 316 pages
File Size : 47,7 Mb
Release : 2009-12
Category : Sales management
ISBN : 9380228457
Sales is the most important part in a company's growth and managing the sales is also an uphill task. This book focuses on some of the important aspects of sales management. After the introductory chapter on sales management, this book further traces important topics like importance of sales promotion, global dimension of sales promotion, key promotional concepts, managing sales, current trends in sales, management of direct selling and marketing, personal selling, etc. Proper examples have been given where necessary which will help readers in understandingthe topics. Simple language throughout the book will also help students in understanding the subject easily.
Author : John A. Quelch
Publisher : Unknown
Page : 376 pages
File Size : 54,7 Mb
Release : 1989
Category : Business & Economics
ISBN : UOM:35128000979581
Author : Bir Singh
Publisher : Unknown
Page : 0 pages
File Size : 44,8 Mb
Release : 2006
Category : Sales management
ISBN : 8126128259
Advertising Management As A Paper Is Being Taught At M.Com, M.B.A. And Other Management Courses At Various Universities And Institutions. This Book Is Designed As An Introductory Text To The Above Paper, Encompassing Vital Information On All Pertinent Aspects. Thus The Material Presented Here Would Be Of Interest As Well As Of Great Use To The Students, Teachers And Professionals Of Management Courses.The Book Consists Of The Following Chapters Sales Promotion; Promotional Mix And Personnel Selling; Consumer Behaviour And Sales Promotion; Deal Prone Consumer Research; Strategy Of Sales Planning; Performance Evaluation And Appraisal Effective Sales Personnel; Evaluation Of Sales Promotion Experiment; Product Decision In Sales Promotion; Secrets Of Performance; Retailer And Wholesaler Promotion Process; Strategic Issues In Promotional Strategies; And Substantive Findings In Trade Dealings; Etc.
Author : Holger Dannenberg,Dirk Zupancic
Publisher : Springer Science & Business Media
Page : 239 pages
File Size : 40,6 Mb
Release : 2010-11-02
Category : Business & Economics
ISBN : 9783834987822
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.
Author : William J. Stanton,Rosann L. Spiro
Publisher : McGraw-Hill/Irwin
Page : 664 pages
File Size : 55,9 Mb
Release : 1999
Category : Business & Economics
ISBN : PSU:000043292240
Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.
Author : Charles Futrell
Publisher : Unknown
Page : 824 pages
File Size : 48,9 Mb
Release : 1988
Category : Business & Economics
ISBN : IND:30000007503117
Author : Dr. F. C. Sharma
Publisher : SBPD Publications
Page : 252 pages
File Size : 47,7 Mb
Release : 2016-12-14
Category : Electronic
ISBN : 9789383697823
The E-Books is authored by proficient Teachers and Professors. The Text of the E-Books is simple and lucid. The contents of thr book have been organised carefully and to the point.
Author : David Jobber
Publisher : Pearson Education India
Page : 552 pages
File Size : 50,7 Mb
Release : 2008-09
Category : Sales management
ISBN : 8131725863