Managing Your Sales Force: A Motivational Approach

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Salespersons occupy a vital position in most organizations, yet they tend not to hold their profession in high esteem. According to the author of this book, unless salespersons take pride in their work, they are unlikely to perform to the best of their abilities. This, in turn, is bound to affect the organization in terms of both its growth and its profit. Pingali Venugopal approaches the sales management function from the motivational dimension in order to revive the lost vocational esteem in the sales profession. Divided into two sections, this book takes an integrated view of management decision, both strategic and operational, and works out each as a motivator for the salespersons; emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives; highlights the importance of behavioural transactions that have to take place for a sale to be successful; develops a framework to integrate the sales management function with the marketing mix so that there are no overlaps; and stresses the need to devise appropriate training programmes for salesperson. Containing several real-life examples, easy-to-apply frameworks and planning exercises, this book will be indispensable for all sales managers. It will also be extremely useful for professionals in the areas of marketing and sales and will serve as a supplementary reference for business school students.

ABOUT THE AUTHOR Pingali Venugopal

Pingali Venugopal, a Post Graduate and Fellow in Management from the Indian Institute of Management, Ahmedabad, is currently the Dean and Professor (Marketing) at XLRI, Jamshedpur. He has been a Marketing faculty at XLRI, Jamsedpur, since 1994. He has also been a visiting faculty to the Indian Institutes of Management in Ahmedabad, Calcutta and Lucknow and the American University of Armenia. Prior to his stint at XLRI, Prof. Venugopal held managerial positions for 10 years in the marketing divisions of two agribusiness companies. Professor Venugopal has authored the following books: 'Marketing Channel Management: A Customer Centric Approach' and 'Input Management, The State of the Indian Farmer: A Millennium Study'. He has presented papers at national and international conferences as well as published articles in leading national and international journals. He has also been involved as a consultant with several projects for both the profit and non-profit sectors.

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Bibliographic information

Title
Managing Your Sales Force: A Motivational Approach
Author
Edition
1st ed.
Publisher
ISBN
8178296470
Length
184p., Tables; Figures; References; Index; 22cm.
Subjects