Pradip Mallik

Sales Management

• Broschiertes Buch

Produktbeschreibung

Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.

Produktdetails

• Verlag: Oxford University Press, USA
• Seitenzahl: 544
• Erscheinungstermin: 3. September 2012
• Englisch
• Abmessung: 241mm x 184mm x 27mm
• Gewicht: 750g
• ISBN-13: 9780198072027
• ISBN-10: 0198072023
• Artikelnr.: 36077335

Autorenporträt

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 in reputed journals.

Inhaltsangabe

* Part I- Personal Selling
*
* 1.1 Personal selling: Concept, Meaning and Definition
* 1.2 The Importance of Personal Selling In Communication Mix
* 1.3 Salesmanship
* 1.4 Objectives of personal selling
* 1.5 Essentials of Effective Personal Selling
* 1.6 a Advantages of Personal Selling
* 1.6 b Limitations of Personal Selling
* 1.7 Role of personal Selling in Marketing
* 1.8 Traditional Selling Approach
* 1.9 Modern Selling Approach
* 1.10 Types of Selling
* 1.11 Sales as a profession
* 1.12 Ethics in Selling
*
* 2.1 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 Selling Approach
* 2.2 Personal Selling: Buyer-Seller Dyad
* 2.2a: Factors Influencing Buying-selling dyad
* 2.2b: Determinants of Seller-Buyer Dyad
*
* 3.1 Selling Process: A Stepwise Approach
* 3.2 Prospecting: Meaning, Objectives and Sources
* 3.3 Pre-Approach: A Step towards Sales Panning
* 3.4 Approach: Dos and Don'ts
* 3.5 Approaching Techniques
* 3.6 Customer's Need Discovery: A Prime Concern for Selling
* 3.7 Sales Presentation: Scopes and Methods
* 3.8 Handling Objections: A Natural Experience in Selling
* 3.9 Handling Objections: Coping Strategies
* 3.10 Closing the sale
* 3.11: Follow up After Sales: Importance and Methods
* Part II: Organization of Sales Force Functions
*
* 4.1 Sales Management: An Introduction
* 4.2 Functions of Sales Management: A Review
* 4.3 Sales Planning: An Environmental Perspective
* 4.4 Planning Sales Operations: A Useful Guideline
* 4.5 Strategic Planning: A Building Block to Sales Management
* 4.6 Sales Management and Sales Managers: A Function-Task Dyadic
Relationship
*
* 5.1 Sales Organization: Meaning, Purposes and Types
* 5.2 Sales Organization: A Structural Perspective
* 5.3 Criteria and Principles of developing a Sales Organization
* 5.4 Organizing the Sales force: A Description
* 5.5 Determining the Size of the Sales Force: A Methodological study
* 5.6 Managing the Sales force: A Functional Orientation
* 5.7 Integrating the sales force within the organization: A Need Based
Approach
* 5.8 Sales Organization: Few Contemporary Issues
*
* 6.1 Sales Territory: Meaning and Definition
* 6.2 Objectives, Benefits and Imperatives of Sales territory
* 6.3 Management of Sales Territory
* Part III: Managing the sales team
*
* 7.1 Sales person: a critical human Resource
* 7.2 Role of a sales person
* 7.3 Duties and Responsibilities of Sales Persons
* 7.4 Qualities of a Sales Person
* 7.5 A Profile of Sales manager
* 7.6 Role of a Sales Manager
* 7.7 Duties and responsibilities of Sales managers
* 7.8 Skills of Sales Managers
*
* 8.1 Recruitment: Meaning and Conception
* 8.2 Job Analysis: A Prerequisite for Recruitment
* 8.3 Job Analysis: A Prerequisite for Recruitment
* 8.4 Job Description and Job Specification: A Reference to Sales
personnel
* 8.5 Sources of Sales Recruits
*
* 9.1 Selection: An Introduction
* 9.2 Selection Process: A stepwise Journey
* 9.3 Interviews: The Backbone of Selection Process
* 9.4 Guidelines for selection: Important Issues
* 9.5 A Schema of The Interviews Process
* 9.6 Psychological Tests: A critical Step in Selection
* 9.7 Reference Checks, medical Examinations and Job Offer: Essential
Formalities of Selection
* 9.8 Socialization: an Imperative
*
* Sales Force Training: Concepts, Definitions and Objectives
* 10.2 Sales force Training: A Strategic Orientation
* 10.3 Benefits of Sales Training at a Glance
* 10.4 Sales Training: A Procedural Discourse
* 10.5 Types of Training: An Overview
* 10.6 Training Methods: A Detailed Illustration
*
* 11.1 Motivating Sales Persons: Objectives and Benefits
* 11.2 Need: Mother of Motivation
* 11.3 Motivation: A Strategic Push to Influence Sales Persons
* 11.4 Motivation Theories: Its Applications to Sales force Motivation
* 11.5 Stress and Motivation in a Sales person's Life
*
* 12.1 Direction: Concept and Understanding
* 12.2 Leadership: A Conceptual Clarification
* 12.3 Leadership and Motivation
* 12.4 Qualities of a sales Leader
* 12.5 Leadership Theories at a Glance
* 12.6 Highlight of the Leadership Theories: A Practical Approach
*
* 13.1 Compensation: Concept, Definition and Types
* 13.2 Sales Force Compensation Plan: An Illustration
* 13.3 Factors Influencing Compensation Plan
* 13.4 Criteria for a Sound Compensation Scheme
* 13.5 Aims and Characteristics of a Compensation Plan: A Strategic
Initiative
* 13.6 Steps in Compensation Plan: A Developmental Process
* 13.7 Methods of compensation:
* 13.8 Compensation Schemes: A Non-Financial Approach
* 13.9 Strategic Compensation System (SCS): An Imperative to Sales
Force Management
*
* 14.1 Performance Appraisal: Concepts, Definitions and Objectives
* 14.2 Performance Appraisal: Criteria and Benefits
* 14.3 Steps in Sales Force Performance Appraisal: An Elaboration
* 14.4 Sales force Control: A Necessary Adjunct of Performance
Appraisal
* 14.4a Sales audit 14.4b Management Information System 14.4c
Management by Exceptions
* 14.5 Performance Appraisal Methods: A special reference to sales
force
* 14.6 Managing Sales Performance: Contemporary Issues
* Part IV: Financial aspects of Sales
*
* 15.1 Sales Budget: An Introductory Approach
* 15.2 Sales Budget: Basic Approaches
* 15.3 Sales Budgets: Features, Objectives and Benefits
* 15.4 Factors Influencing Sales Budgets
* 15.5 Steps in determining Sales budget
* 15.6 Methods of Determining Sales Budgets
* 15.7 Sales Forecasting: A Preliminary Introduction
* 15.8 Sales Forecasting: Factors and Fundamentals
* 15.9 Approaches of Sales forecasting
* 15.10 Methods of Sales forecasting
*
* 16.1 Sales analysis: Concepts and Features
* 16.2 Sales Analyses at Individual Units: A Review
* 16.3 Methods of Sales Analysis: A Concise Description
* 16.4 Sales Quota: A Tool for sales Analysis
* 16.5 Methods for setting Sales Quota
* 16.6 Cost analysis: Concepts and Objectives
* 16.7 Cost Control: An Important Objective of Cost Analysis
* 16.8 Methods of Cost Analysis
* Part V: Strategy and Modern Approaches
*
* 17.1 Strategic Orientation of Selling: An Introduction
* 17.2 Environmental Analysis: A Prerequisite for Strategic Plan
* 17.3 Sales Strategies: Some Common drivers
* 17.4 Steps in Strategic Sales management
* 17.5 Understanding Competition: Essential for Selling Strategy
* 17.6 Marketing Strategy: A Trigger of Sales Strategy
* 17.7 Sales Strategy: Focus on Customer Relationship
* 17.8 Sales Strategy: Distribution as an Implementation Channel
* 17.9 Sales Strategy: Social Responsibility Issues
* 17.10 Customer Relations: A Customer Retention Strategy
*
* 18.1 Dynamics of Selling: Tracing its Traditional Root
* 18.2 Forces of Orientation: Traditional to Modern Selling
* 18.3 E-Commerce: A Digital Route to Contemporary Personal selling
* 18.4 Benefits of E-commerce
* 18.5 Limitations of E-commerce
* 18.6 Web Based Selling: Concepts and Applications
* 18.7 Social Media: A New Vista to Modern selling