Sales Management
-17 %

Sales Management

 Taschenbuch
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ISBN-13:
9780198072027
Einband:
Taschenbuch
Erscheinungsdatum:
03.09.2012
Seiten:
492
Autor:
Pradip Kumar Mallik
Gewicht:
748 g
Format:
249x185x18 mm
Sprache:
Englisch
Beschreibung:
PART I- PERSONAL SELLING ; 1. : AN INTRODUCTION TO PERSONAL SELLING ; 1.1 PERSONAL SELLING: CONCEPT, MEANING AND DEFINITION ; 1.2 THE IMPORTANCE OF PERSONAL SELLING IN COMMUNICATION MIX ; 1.3 SALESMANSHIP ; 1.4 OBJECTIVES OF PERSONAL SELLING ; 1.5 ESSENTIALS OF EFFECTIVE PERSONAL SELLING ; 1.6 A ADVANTAGES OF PERSONAL SELLING ; 1.6 B LIMITATIONS OF PERSONAL SELLING ; 1.7 ROLE OF PERSONAL SELLING IN MARKETING ; 1.8 TRADITIONAL SELLING APPROACH ; 1.9 MODERN SELLING APPROACH ; 1.10 TYPES OF SELLING ; 1.11 SALES AS A PROFESSION ; 1.12 ETHICS IN SELLING ; 2. : PERSONAL SELLING: APPROACHES AND STRATEGIES ; 2.1 SELLING APPROACHES: A THEORETICAL PERSPECTIVE ; AIDAS APPROACH, RIGHT SET OF CIRCUMSTANCES APPROACH, BUYING FORMULA APPROACH, BEHAVIORAL EQUATION APPROACH, NEED-SATISFACTION APPROACH, CONSULTATIVE APPROACH OF SELLING: CUSTOMER RELATIONSHIP BASED APPROACH, PROBLEM SOLVING APPROACH.TEAM SELLING APPROACH ; 2.2 PERSONAL SELLING: BUYER-SELLER DYAD ; 2.2A: FACTORS INFLUENCING BUYING-SELLING DYAD ; 2.2B: DETERMINANTS OF SELLER-BUYER DYAD ; 3. : PERSONAL SELLING PROCESS ; 3.1 SELLING PROCESS: A STEPWISE APPROACH ; 3.2 PROSPECTING: MEANING, OBJECTIVES AND SOURCES ; 3.3 PRE-APPROACH: A STEP TOWARDS SALES PANNING ; 3.4 APPROACH: DOS AND DON'TS ; 3.5 APPROACHING TECHNIQUES ; 3.6 CUSTOMER'S NEED DISCOVERY: A PRIME CONCERN FOR SELLING ; 3.7 SALES PRESENTATION: SCOPES AND METHODS ; 3.8 HANDLING OBJECTIONS: A NATURAL EXPERIENCE IN SELLING ; 3.9 HANDLING OBJECTIONS: COPING STRATEGIES ; 3.10 CLOSING THE SALE ; 3.11: FOLLOW UP AFTER SALES: IMPORTANCE AND METHODS ; PART II: ORGANIZATION OF SALES FORCE FUNCTIONS ; 4. : SALES FORCE MANAGEMENT ; 4.1 SALES MANAGEMENT: AN INTRODUCTION ; 4.2 FUNCTIONS OF SALES MANAGEMENT: A REVIEW ; 4.3 SALES PLANNING: AN ENVIRONMENTAL PERSPECTIVE ; 4.4 PLANNING SALES OPERATIONS: A USEFUL GUIDELINE ; 4.5 STRATEGIC PLANNING: A BUILDING BLOCK TO SALES MANAGEMENT ; 4.6 SALES MANAGEMENT AND SALES MANAGERS: A FUNCTION-TASK DYADIC RELATIONSHIP ; 5. : SALES ORGANIZATION ; 5.1 SALES ORGANIZATION: MEANING, PURPOSES AND TYPES ; 5.2 SALES ORGANIZATION: A STRUCTURAL PERSPECTIVE ; 5.3 CRITERIA AND PRINCIPLES OF DEVELOPING A SALES ORGANIZATION ; 5.4 ORGANIZING THE SALES FORCE: A DESCRIPTION ; 5.5 DETERMINING THE SIZE OF THE SALES FORCE: A METHODOLOGICAL STUDY ; 5.6 MANAGING THE SALES FORCE: A FUNCTIONAL ORIENTATION ; 5.7 INTEGRATING THE SALES FORCE WITHIN THE ORGANIZATION: A NEED BASED APPROACH ; 5.8 SALES ORGANIZATION: FEW CONTEMPORARY ISSUES ; 6. : SALES TERRITORY ; 6.1 SALES TERRITORY: MEANING AND DEFINITION ; 6.2 OBJECTIVES, BENEFITS AND IMPERATIVES OF SALES TERRITORY ; 6.3 MANAGEMENT OF SALES TERRITORY ; PART III: MANAGING THE SALES TEAM ; 7. : SALES PERSONS AND SALES MANAGERS: ROLE AND RESPONSIBILITY ; 7.1 SALES PERSON: A CRITICAL HUMAN RESOURCE ; 7.2 ROLE OF A SALES PERSON ; 7.3 DUTIES AND RESPONSIBILITIES OF SALES PERSONS ; 7.4 QUALITIES OF A SALES PERSON ; 7.5 A PROFILE OF SALES MANAGER ; 7.6 ROLE OF A SALES MANAGER ; 7.7 DUTIES AND RESPONSIBILITIES OF SALES MANAGERS ; 7.8 SKILLS OF SALES MANAGERS ; 8. : SALES FORCE RECRUITMENT ; 8.1 RECRUITMENT: MEANING AND CONCEPTION ; 8.2 JOB ANALYSIS: A PREREQUISITE FOR RECRUITMENT ; 8.3 JOB ANALYSIS: A PREREQUISITE FOR RECRUITMENT ; 8.4 JOB DESCRIPTION AND JOB SPECIFICATION: A REFERENCE TO SALES PERSONNEL ; 8.5 SOURCES OF SALES RECRUITS ; 9. : SALES FORCE SELECTION ; 9.1 SELECTION: AN INTRODUCTION ; 9.2 SELECTION PROCESS: A STEPWISE JOURNEY ; 9.3 INTERVIEWS: THE BACKBONE OF SELECTION PROCESS ; 9.4 GUIDELINES FOR SELECTION: IMPORTANT ISSUES ; 9.5 A SCHEMA OF THE INTERVIEWS PROCESS ; 9.6 PSYCHOLOGICAL TESTS: A CRITICAL STEP IN SELECTION ; 9.7 REFERENCE CHECKS, MEDICAL EXAMINATIONS AND JOB OFFER: ESSENTIAL FORMALITIES OF SELECTION ; 9.8 SOCIALIZATION: AN IMPERATIVE ; 10. : SALES TRAINING ; SALES FORCE TRAINING: CONCEPTS, DEFINITIONS AND OBJECTIVES ; 10.2 SALES FORCE TRAINING: A STRATEGIC ORIENTATION ; 10.3 BENEFITS OF SALES TRAINING AT A GLANCE ; 10.4 SALES TRAINING: A PROCEDURAL DISCOURSE ; 10.5 TYPES OF TRAINING: AN OVERVIEW ; 10.6 TRAINING METHODS: A DETAILED ILLUSTRATION ; 11. : SALES FORCE MOTIVATION ; 11.1 MOTIVATING SALES PERSONS: OBJECTIVES AND BENEFITS ; 11.2 NEED: MOTHER OF MOTIVATION ; 11.3 MOTIVATION: A STRATEGIC PUSH TO INFLUENCE SALES PERSONS ; 11.4 MOTIVATION THEORIES: ITS APPLICATIONS TO SALES FORCE MOTIVATION ; 11.5 STRESS AND MOTIVATION IN A SALES PERSON'S LIFE ; 12. : DIRECTING THE SALES FORCE ; 12.1 DIRECTION: CONCEPT AND UNDERSTANDING ; 12.2 LEADERSHIP: A CONCEPTUAL CLARIFICATION ; 12.3 LEADERSHIP AND MOTIVATION ; 12.4 QUALITIES OF A SALES LEADER ; 12.5 LEADERSHIP THEORIES AT A GLANCE ; 12.6 HIGHLIGHT OF THE LEADERSHIP THEORIES: A PRACTICAL APPROACH ; 13. : SALES FORCE COMPENSATION ; 13.1 COMPENSATION: CONCEPT, DEFINITION AND TYPES ; 13.2 SALES FORCE COMPENSATION PLAN: AN ILLUSTRATION ; 13.3 FACTORS INFLUENCING COMPENSATION PLAN ; 13.4 CRITERIA FOR A SOUND COMPENSATION SCHEME ; 13.5 AIMS AND CHARACTERISTICS OF A COMPENSATION PLAN: A STRATEGIC INITIATIVE ; 13.6 STEPS IN COMPENSATION PLAN: A DEVELOPMENTAL PROCESS ; 13.7 METHODS OF COMPENSATION: ; 13.8 COMPENSATION SCHEMES: A NON-FINANCIAL APPROACH ; 13.9 STRATEGIC COMPENSATION SYSTEM (SCS): AN IMPERATIVE TO SALES FORCE MANAGEMENT ; 14. : SALES FORCE PERFORMANCE ; 14.1 PERFORMANCE APPRAISAL: CONCEPTS, DEFINITIONS AND OBJECTIVES ; 14.2 PERFORMANCE APPRAISAL: CRITERIA AND BENEFITS ; 14.3 STEPS IN SALES FORCE PERFORMANCE APPRAISAL: AN ELABORATION ; 14.4 SALES FORCE CONTROL: A NECESSARY ADJUNCT OF PERFORMANCE APPRAISAL ; 14.4A SALES AUDIT 14.4B MANAGEMENT INFORMATION SYSTEM 14.4C MANAGEMENT BY EXCEPTIONS ; 14.5 PERFORMANCE APPRAISAL METHODS: A SPECIAL REFERENCE TO SALES FORCE ; 14.6 MANAGING SALES PERFORMANCE: CONTEMPORARY ISSUES ; PART IV: FINANCIAL ASPECTS OF SALES ; 15. : SALES BUDGETING AND FORECASTING ; 15.1 SALES BUDGET: AN INTRODUCTORY APPROACH ; 15.2 SALES BUDGET: BASIC APPROACHES ; 15.3 SALES BUDGETS: FEATURES, OBJECTIVES AND BENEFITS ; 15.4 FACTORS INFLUENCING SALES BUDGETS ; 15.5 STEPS IN DETERMINING SALES BUDGET ; 15.6 METHODS OF DETERMINING SALES BUDGETS ; 15.7 SALES FORECASTING: A PRELIMINARY INTRODUCTION ; 15.8 SALES FORECASTING: FACTORS AND FUNDAMENTALS ; 15.9 APPROACHES OF SALES FORECASTING ; 15.10 METHODS OF SALES FORECASTING ; 16. : SALES AND COST ANALYSIS ; 16.1 SALES ANALYSIS: CONCEPTS AND FEATURES ; 16.2 SALES ANALYSES AT INDIVIDUAL UNITS: A REVIEW ; 16.3 METHODS OF SALES ANALYSIS: A CONCISE DESCRIPTION ; 16.4 SALES QUOTA: A TOOL FOR SALES ANALYSIS ; 16.5 METHODS FOR SETTING SALES QUOTA ; 16.6 COST ANALYSIS: CONCEPTS AND OBJECTIVES ; 16.7 COST CONTROL: AN IMPORTANT OBJECTIVE OF COST ANALYSIS ; 16.8 METHODS OF COST ANALYSIS ; PART V: STRATEGY AND MODERN APPROACHES ; 17. : SALES STRATEGY ; 17.1 STRATEGIC ORIENTATION OF SELLING: AN INTRODUCTION ; 17.2 ENVIRONMENTAL ANALYSIS: A PREREQUISITE FOR STRATEGIC PLAN ; 17.3 SALES STRATEGIES: SOME COMMON DRIVERS ; 17.4 STEPS IN STRATEGIC SALES MANAGEMENT ; 17.5 UNDERSTANDING COMPETITION: ESSENTIAL FOR SELLING STRATEGY ; 17.6 MARKETING STRATEGY: A TRIGGER OF SALES STRATEGY ; 17.7 SALES STRATEGY: FOCUS ON CUSTOMER RELATIONSHIP ; 17.8 SALES STRATEGY: DISTRIBUTION AS AN IMPLEMENTATION CHANNEL ; 17.9 SALES STRATEGY: SOCIAL RESPONSIBILITY ISSUES ; 17.10 CUSTOMER RELATIONS: A CUSTOMER RETENTION STRATEGY ; 18. : SELLING UNDER GLOBALIZATION AND MODERN APPROACHES ; 18.1 DYNAMICS OF SELLING: TRACING ITS TRADITIONAL ROOT ; 18.2 FORCES OF ORIENTATION: TRADITIONAL TO MODERN SELLING ; 18.3 E-COMMERCE: A DIGITAL ROUTE TO CONTEMPORARY PERSONAL SELLING ; 18.4 BENEFITS OF E-COMMERCE ; 18.5 LIMITATIONS OF E-COMMERCE ; 18.6 WEB BASED SELLING: CONCEPTS AND APPLICATIONS ; 18.7 SOCIAL MEDIA: A NEW VISTA TO MODERN SELLING
Sales Management is a composite textbook designed to meet the requirements of management students specializing in Marketing.