Sales Management

Contents: 1. Introduction. 2. Sales and Marketing Relationship. 3. Selling Techniques and Methods. 4. Retailing and Wholesale. 5. Role of Marketing. 6. Consumer Behaviour. 7. Buyer Decision Processes. 8. Role of Advertising. 9. Role of Customer. 10. Supply Chain Management. 11. Communication Skills. Bibliography. Index.

“The book offers students and practitioners the comprehensive coverage they need to make the right decisions to create and implement highly successful marketing strategies. This exciting new book combine scholarly international research with relevant and contemporary examples from markets and brands across the world. The aim of this book is to give the student a comprehensive overview of the current state of academic and practitioner thinking on Sales Management.

Sales Management is attainment of an organization’s sales goals in an effective and efficient manner through planning, staffing, training, leading and controlling organizational resources. Revenue, sales and sources of funds fuel organizations and the management of that process is the most important function. The ideas in this book are equally applicable to all types of companies, whether they are offering products or services or consumer or industrial goods or serving old or new economy market.”(jacket)