Sales Management: Decision Strategy and Cases, 5/e    

Sales Management: Decision Strategy and Cases, 5/e


 by

 Richard R Still, 

 Cundiff W Edward 

and Govoni A P Norman

Price

:

INR 650.00
11% Off
Offer Price

:

INR 579.00
You Save

:

INR 71.00

For Sale in India & SAARC countries
In Stock 

Buy online using:

Add to Cart

- Credit Card / Debit Card / Internet Banking

Rating
not rated
Refer Sales Management: Decision Strategy and Cases, 5/e to a friend    Add to Wish List
This edition of the widely adopted volume applies a management approach to an analysis of the sales executive's job, the duties and responsibilities involved, and the planning and implementation of sales and marketing programmes.
 
Features

  • To delineate the areas in which sales executives make decisions
  • To analyze decision alternatives and criteria in these areas
  • To provide cases as 'real-world' illustrations of decision situations.

 
Contents

Part I: Personal Selling and Marketing Strategy
  1. Sales Management and the Business Enterprise.
  2. Sales Management, Personal Selling, and Salesmanship.
  3. Setting Personal-Selling Objectives.
  4. Determining Sales-Related Marketing Policies.
  5. Formulating Personal-Selling Strategy.
Part II: Organizing the Sales Effort
  1. The Effective Sales Excutive.
  2. The Sales Organization.
  3. Sales Department Relations.
  4. Distributive-Network Relations.
Part III: Sales Force Management
  1. Personnel Management in the Selling Field.
  2. Recruiting Sales Personnel.
  3. Selecting Sales Personnel.
  4. Planning Sales Training Programs.
  5. Executing and Evaluating Sales Training Programs.
  6. Motivating Sales Personnel.
  7. Compensating Sales Personnel.
  8. Managing Expenses of Sales Personnel.
  9. Sales Meeting and Sales Contests.
  10. Controlling Sales Personnel: Evaluating and Supervising.
Part IV: Controlling the Sales Effort
  1. The Sales Budget
  2. Quotas
  3. Sales Territories.
  4. ales Control and Cost Analysis.
Part V: International Sales Management
  1. International Sales Management.

Book Details
Author(s):
  • Richard R Still

  • Cundiff W Edward

  • Govoni A P Norman

ISBN

:

9788131710890

Pages

:

654

Imprint

:

Pearson Education

Binding

:

Paperback

© Year

:

2007

Weight

:

0.948 Kg

Customers who saw this book also saw   

INR 156.00
INR 147.00
6% Off
Add to Cart
 
Join Us    

Related Books

Global Marketing Management, 7/e   
Global Marketing Management, 7/e
Warren J. Keegan
INR 685.00
INR 610.00
11% Off
Buy Global Marketing Management, 7/e by Warren J. Keegan    
Marketing Research: An Applied ...  
Marketing Research: An Applied ...
Naresh K. Malhotra
INR 799.00
INR 712.00
11% Off
Buy Marketing Research:An Applied Orientation, 6/e by Naresh K. Malhotra