Fundamentals of Sales Management,Kapoor

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This book deals with the subject of sales, salesmanship and sales management and enquires why, how, when and who should be selling products and services to the ultimate consumer. It will serve as a textbook for students of marketing and sales management, as it has been tailor-made for the student’s curriculum and the syllabi of Business Management Institutes. Well-structured text explains to the students of sales management, the actual process of calling on a prospect, preparingand presenting the story plan, giving demonstrations and finally selling the desired product or service. Case studies relevant to the Indian context have been included to explain to the reader the application of sales fundamentals in the actual business process.

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Ramneek Kapoor - An MBA from Symbiosis Institute of Management Studies, Pune, is currently General Manager with Metro Tyres Ltd. Table of Contents Sales Management • The Sales Management Team • The Marketing Mix and the Sales Promotions • Marketing Channel Management • The Industrial Sales and Promotion • The Retail Sales Management • Personal Selling and Salesmanship • Selling - A Career • Sales Job - A Profile • Building the Sales Team • Selecting the Sales Team • Training the Field Force • Compensating the Field Force • Motivating the Field Force • Placing the Sales Force in Field, Assigning Sales Territory • Territory Coverage - An Exercise in Time Management • Sales Targets • Managing the Sales Force • Planning for Future - Sales Forecast • Managing to Retain the Customer • Managing Receivables - Keeping Credits Under Control • Managing Sales Calls - An Exercise in Influencing Minds • The Sales Story • Managing to Meet the Customer • Handling Product Demonstrations • Managing to Sell - Closing Sales Call Profitability • Bibliography • Index