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Description:
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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 decisions, 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 salespersons.
Table of Contents
Preface
Introduction
The Salesman
I. STRATEGIC DECISIONS IN SALES MANAGEMENT
Selling Strategy: Interface between Advertising, Sales Force and Channel
Selling Style
II. OPERATIONAL DECISIONS IN SALES MANAGEMENT
Sales Force Recruitment
Territory Design
Target Setting
Sales Force Motivation
Managing the Channel: The Salesperson??s Role
Performance Evaluation
Annexure 1: The Emerging Indian Markets: Marketing Implications for Territory Design
Annexure 2: Planning Exercises
References
Author Index
Subject Index
Company and Brand Index
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