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Field Sales Management

R. Krishnamoorthy (Author)

The book on "Field Sales Management" for the benefit of the students, teachers and young executives engaged in sales and marketing of products and services. Field sales is the activity of selling products and services outside the office environment. The book covers the syllabi on Field Sales Management and Management of Sales Force of most Indian Universities. The book contains field examples, figures, tables and practical questions to enable the students to understand the concepts and application of Sales Management principles.

The book is divided into two parts i.e. Part 1 deals with concepts and application of sales management and Part 2 covers Sales planning, implementation and control and recent issues in Field Sales Management.

Contents : Part I: 1. Nature and Scope of Sales Management. 2. Salesmanship. 3. Personal Selling. 4. Sales Organisation. 5. Product Policies. 6. Promotion Policies. 7. Pricing Policies. 8. Distribution Policies. 9. Recruitment and Selection of Sales Force. 10. Training of Sales Force. 11. Compensating and Motivating the Sales Force. 12. Performance Evaluation of Sales Force. Part - II: 1. Sales Planning. 2. Sales Call Planning and Implementation. 3. Sales Forecasting. 4. Sales Territory Management. 5. Sales Budget and Sales Target. 6. Sales Control. 7. Ethical and Legal Issues in Sales Management. 8. Use of Technology in Sales Management. 9. Relationship Selling. 10. Challenges in Sales Management.

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Bibliographic information

Title Field Sales Management
Format Hardcover
Date published: 31.12.2018
Edition 1st. ed.
Language: English
isbn 9789352738939
length 362p.