Sales management essentials : you always wanted to know / Vishal Desai ; edited by James Ashton.

Format:

Book

Author/Creator:

Desai, Vishal, author.

Contributor:

Ashton, James, editor.

Series:

Self-Learning Management Series

Self-learning management series

Language:

English

Subjects (All):

Sales management.

Sales promotion.

Selling.

Physical Description:

1 online resource (220 pages)

Edition:

1st ed.

Place of Publication:

[Place of publication not identified] : Vibrant Publishers, [2022]

Summary:

• Do you want to know about various sales promotion tools to maximize sales revenue in your organization? • Are you looking for ways to handle conflict situations in sales management? • Do you want to know why sales force management is so important? Sales Management Essentials is a ready reckoner on sales management fundamentals and their practical applications! Sales Management Essentials contains everything you need to know about Sales Management! In this book, you will learn why (and how) sales and marketing are different and the wide range of sales channels you can use to sell your products. If you’ve been focused on only selling your product and not your product concept, this book will teach you how. (Yes, there’s a difference!) Or perhaps you want to conduct sales promotions and require effective sales promotion techniques that will help you succeed. This book will help you to: • Understand all aspects of sales management functions • Learn how to manage the sales channels and sales-force • Discover the relationship between sales and marketing • Study various selling tools, sales techniques, and sales strategies • Explore various sales promotion activities to increase sales • Learn channel conflict management and resolution skills The book is an ideal pick for young managers, entrepreneurs, and graduate students who wish to acquaint themselves with all the aspects of sales management. It is also an excellent teaching aid for the academic fraternity and industry professionals who teach sales and marketing management courses. About the Series Sales Management Essentials is part of the Self-Learning Management Series that is designed to help students, professionals and entrepreneurs learn essential management lessons. This series of books has been written by industry experts who have combined their vast work experiences into relevant, concise, and practical handbooks that appeal to learners from all spheres of life.

Contents:

Intro

Title Page

Copyright

About the Author

What experts say about this book!

Table of Contents

Acknowledgement

Preface

Introduction

1 Introduction to Sales Management

1.1 Definition of Sale and Sales Management

1.2 Selling v/s Marketing

1.3 Sales Management - Delivering Utility Value

Chapter Summary

Quiz 1

Class Activity

2 Sales Channels and Process

2.1 Business to Consumer (B2C) Channel

2.2 Direct to Consumer (D2C) Channel

2.3 Business to Business (B2B) Channel

2.4 Business to Government (B2G) Channel

2.5 Omni Channel Distribution

Quiz 2

Class Assignment

Case Study: Tupperware in India

3 Ensuring Product Mix in the Channel

3.1 Product &amp

Brand Matrix

3.2 Maintaining Ideal SKU Mix

Quiz 3

Field assignment

Case Study with a solution: Optimizing Product, Brand, and SKU mix of an online portal

4 Product Selling to Concept Selling

4.1 Shift from product selling to concept selling

4.2 Advantages of concept selling

Quiz 4

Case Study with a solution: Apple's conceptual selling of its ecosystem

5 Push v/s Pull Strategy

5.1 Push Strategy

5.2 Pull Strategy

5.3 Difference between Push and Pull Strategies

5.4 Advantages and Disadvantages of Push and Pull Strategies

Quiz 5

Case Study: Push and Pull Strategies in the pharmaceutical industry

6 Cross-Selling, Up-selling, Value-Added Selling

6.1 Cross-Selling

6.2 Up-Selling

6.3 Value-Added Selling

Quiz 6

Off-Class Assignment: Analyzing Cross-Selling Trends

Case Study: Analyzing Cross-Selling Trends

7 Channel Conflict: Reasons to Resolution

7.1 Channel Conflict

7.2 Causes of Channel Conflict

7.3 Types of Channel Conflict.

7.4 Consequences of Channel Conflict

7.5 Conflict Resolution Tools

7.6 Conflict Management Styles

Quiz 7

Role Play Activity

Case Discussion with a solution Dealer Brands - Conflict of Interest

Case Study with a solution: Producer-multiplex revenue sharing talks failed

8 Managing Key Accounts

8.1 Concept of Key Accounts Management

8.2 Managing Key Accounts Effectively

8.3 How to Choose Key Accounts

8.4 Stages of Key Accounts Management

8.5 Advantages and Challenges of KAM

Quiz 8

Case Study with a solution: Key Account Management: The Next Level

9 Sales Promotions

9.1 Consumer Promotions

9.2 Trade Promotions

Quiz 9

Case Study: Lay's Sales Promotion: 'Do me a flavor'

10 Sales Force Management

10.1 Importance of Sales Force Management

10.2 Components of Sales Force Management

10.3 Benefits of Sales Force Management

Quiz 10

Case Study with a solution: SalesForce Performance Evaluation

Class Assignment with a solution: Salesforce Performance Evaluation

11 Sales Management Post-Pandemic

Glossary.

Notes:

Description based on print version record.

ISBN:

9781636510750

1636510752

OCLC:

1305846765