The book is a detailed study of each and every aspect of salesmanship and business efficiency. The major objectives of writing this book are to equip the readers with enough fundamental issues relating to different aspects of subject. No author has analyzed in as much as done in the present book. Thus it is an outstanding and first book on this important subject. Research scholars university professors, college lectures and students of post-graduate and under graduate classes of our country will be benefited to great extent.
Contents: Preface. 1. Introduction. 2. Sales management personal selling and salesmanship. 3. Sales office and the sales manager. 4. Sales training programs. 5. Motivating sales personnel. 6. Sales organization. 7. Recruiting sales personnel. 8. Compensating sales personnel. 9. Sales fields or territories. 10. Sales promotion. 11. Personal selling. 12. Formulating personal selling strategy. 13. Setting personal selling objectives. 14. Fundamentals of successful selling. 15. Steps in the selling process. 16. Effective sales manager. 17. Sales territories and quotas. 18. Techniques of selling. 19. Sales talks. 20. Method of distribution. 21. Distributive network relations.
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