Sales management / U.C. Mathur.

Format:

Book

Author/Creator:

Mathur, U. C., 1938-

Language:

English

Subjects (All):

Sales management.

Physical Description:

1 online resource (628 p.)

Edition:

1st ed.

Place of Publication:

New Delhi : New Age International (P) Ltd., Publishers, 2008.

Language Note:

English

Summary:

Sales Management is arguably the most important of all the marketing functions, as only through sales companies earn money. Considering its primacy in today`s competitive business scenario, companies keep looking for ideal sales persons, ``the illusive individual.`` The book is meant to help the students to reach the pinnacle of Sales Management learning.

Contents:

Cover; Preface; Chapter 1 Market Evolution; Chapter 2 Distribution of Goods; Chapter 3 Strategic Sales Plans; Chapter 4 International Sales; Chapter 5 Competitive Forces; Chapter 6 Pricing Strategies; Chapter 7 Challenges of Sales Plan; Chapter 8 Strategies for New Product; Chapter 9 Sales Force Management Strategy Imperatives; Chapter 10 Strategic Selling Innovations; Chapter 11 Marketing Research; Chapter 12 Strategied for Non Profit Organizations; Chapter 13 India's Political Environment; Chapter 14 Futuristic Sales; Chapter 15 The Buying Process

Chapter 16 Advertising Defined and its Role in MarketingChapter 17 Public Relations; Chapter 18 Customer Value and Consumer Behaviour; Chaper 19 Understanding Case Studies; Index

Notes:

Includes index.

ISBN:

1-281-89243-2

9786611892432

81-224-2512-7

OCLC:

551888834