1. All chapters have been modified keeping in mind the Indian perspective.


2. Several recent and up-to-date examples on case studies have been included.


3. 5 new chapters on Distribution Management emphasizing the role of channel partners, channel management, channel information systems, logistics and supply chain management have been included.


 

1.  Sales Management and the Business Enterprise


2. Sales Management, Personal Selling, and Salesmanship


3. Setting Personal-Selling Objectives


4. Determining Sales-Related Marketing Policies


5. Formulating Personal-Selling Strategy


6. The Effective Sales Executive


7. The Sales Organization


8. Sales Department Relations


9. Sales Personnel Management


10.Recruitment and Selection


11. Sales Training


12.  Motivating Sales Personnel


13. Compensating Sales Personnel


14. Managing Expenses of Sales Personnel


15. Sales Meeting and Sales Contests


16. Controlling Sales Personnel: Evaluating and Supervising


17. The Sales Budget


18. Targets and Sales Management


19. Sales Territories


20. Sales Control and Cost Analysis


21. Marketing Channels


22. Managing the Channel Partners


23. Channel Information Systems


24. Logistics and Supply Chain Management


25. International Sales and Channel Management


Cases Studies


 

1. All chapters have been modified keeping in mind the Indian perspective.


2. Several recent and up-to-date examples on case studies have been included.


3. 5 new chapters on Distribution Management emphasizing the role of channel partners, channel management, channel information systems, logistics and supply chain management have been included.