| +27 12 882 0972
Previous Product Image

Applied Credit Management


Fundamentals of Organic Chemistry International Edition , 7th Edition

Next Product Image

Sales Management 1st Edition


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 about managing 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 approaches used 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.


Product Details 

Imprint OUP India
Country of origin India
Release date November 2011
Authors Pradip Mallik
Format Paperback
ISBN 9780198072027
Edition 1st
Pages 544

Additional information

Weight 0.75 kg
Dimensions 24.2 × 18.8 × 2.2 cm


There are no reviews yet.

Be the first to review “Sales Management 1st Edition”

Your email address will not be published. Required fields are marked *

Shopping cart


No products in the cart.

Continue Shopping