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Produktbild: Sales Management

Sales Management

Fr. 46.90

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Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

03.09.2012

Verlag

Oxford University Press

Seitenzahl

544

Maße (L/B/H)

24.1/18.4/2.7 cm

Gewicht

750 g

Sprache

Englisch

ISBN

978-0-19-807202-7

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

03.09.2012

Verlag

Oxford University Press

Seitenzahl

544

Maße (L/B/H)

24.1/18.4/2.7 cm

Gewicht

750 g

Sprache

Englisch

ISBN

978-0-19-807202-7

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

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  • Produktbild: Sales Management

    • Part I- Personal Selling


    • 1.1 Personal selling: Concept, Meaning and Definition

    • 1.2 The Importance of Personal Selling In Communication Mix

    • 1.3 Salesmanship

    • 1.4 Objectives of personal selling

    • 1.5 Essentials of Effective Personal Selling

    • 1.6 a Advantages of Personal Selling

    • 1.6 b Limitations of Personal Selling

    • 1.7 Role of personal Selling in Marketing

    • 1.8 Traditional Selling Approach

    • 1.9 Modern Selling Approach

    • 1.10 Types of Selling

    • 1.11 Sales as a profession

    • 1.12 Ethics in Selling


    • 2.1 Selling Approaches: A Theoretical Perspective

    • AIDAS Approach, Right Set of Circumstances Approach, Buying Formula Approach, Behavioral Equation Approach, Need-Satisfaction Approach, Consultative Approach of Selling: Customer Relationship Based Approach, Problem Solving Approach.Team Selling Approach

    • 2.2 Personal Selling: Buyer-Seller Dyad

    • 2.2a: Factors Influencing Buying-selling dyad

    • 2.2b: Determinants of Seller-Buyer Dyad


    • 3.1 Selling Process: A Stepwise Approach

    • 3.2 Prospecting: Meaning, Objectives and Sources

    • 3.3 Pre-Approach: A Step towards Sales Panning

    • 3.4 Approach: Dos and Don'ts

    • 3.5 Approaching Techniques

    • 3.6 Customer's Need Discovery: A Prime Concern for Selling

    • 3.7 Sales Presentation: Scopes and Methods

    • 3.8 Handling Objections: A Natural Experience in Selling

    • 3.9 Handling Objections: Coping Strategies

    • 3.10 Closing the sale

    • 3.11: Follow up After Sales: Importance and Methods

    • Part II: Organization of Sales Force Functions


    • 4.1 Sales Management: An Introduction

    • 4.2 Functions of Sales Management: A Review

    • 4.3 Sales Planning: An Environmental Perspective

    • 4.4 Planning Sales Operations: A Useful Guideline

    • 4.5 Strategic Planning: A Building Block to Sales Management

    • 4.6 Sales Management and Sales Managers: A Function-Task Dyadic Relationship


    • 5.1 Sales Organization: Meaning, Purposes and Types

    • 5.2 Sales Organization: A Structural Perspective

    • 5.3 Criteria and Principles of developing a Sales Organization

    • 5.4 Organizing the Sales force: A Description

    • 5.5 Determining the Size of the Sales Force: A Methodological study

    • 5.6 Managing the Sales force: A Functional Orientation

    • 5.7 Integrating the sales force within the organization: A Need Based Approach

    • 5.8 Sales Organization: Few Contemporary Issues


    • 6.1 Sales Territory: Meaning and Definition

    • 6.2 Objectives, Benefits and Imperatives of Sales territory

    • 6.3 Management of Sales Territory

    • Part III: Managing the sales team


    • 7.1 Sales person: a critical human Resource

    • 7.2 Role of a sales person

    • 7.3 Duties and Responsibilities of Sales Persons

    • 7.4 Qualities of a Sales Person

    • 7.5 A Profile of Sales manager

    • 7.6 Role of a Sales Manager

    • 7.7 Duties and responsibilities of Sales managers

    • 7.8 Skills of Sales Managers


    • 8.1 Recruitment: Meaning and Conception

    • 8.2 Job Analysis: A Prerequisite for Recruitment

    • 8.3 Job Analysis: A Prerequisite for Recruitment

    • 8.4 Job Description and Job Specification: A Reference to Sales personnel

    • 8.5 Sources of Sales Recruits


    • 9.1 Selection: An Introduction

    • 9.2 Selection Process: A stepwise Journey

    • 9.3 Interviews: The Backbone of Selection Process

    • 9.4 Guidelines for selection: Important Issues

    • 9.5 A Schema of The Interviews Process

    • 9.6 Psychological Tests: A critical Step in Selection

    • 9.7 Reference Checks, medical Examinations and Job Offer: Essential Formalities of Selection

    • 9.8 Socialization: an Imperative


    • Sales Force Training: Concepts, Definitions and Objectives

    • 10.2 Sales force Training: A Strategic Orientation

    • 10.3 Benefits of Sales Training at a Glance

    • 10.4 Sales Training: A Procedural Discourse

    • 10.5 Types of Training: An Overview

    • 10.6 Training Methods: A Detailed Illustration


    • 11.1 Motivating Sales Persons: Objectives and Benefits

    • 11.2 Need: Mother of Motivation

    • 11.3 Motivation: A Strategic Push to Influence Sales Persons

    • 11.4 Motivation Theories: Its Applications to Sales force Motivation

    • 11.5 Stress and Motivation in a Sales person's Life


    • 12.1 Direction: Concept and Understanding

    • 12.2 Leadership: A Conceptual Clarification

    • 12.3 Leadership and Motivation

    • 12.4 Qualities of a sales Leader

    • 12.5 Leadership Theories at a Glance

    • 12.6 Highlight of the Leadership Theories: A Practical Approach


    • 13.1 Compensation: Concept, Definition and Types

    • 13.2 Sales Force Compensation Plan: An Illustration

    • 13.3 Factors Influencing Compensation Plan

    • 13.4 Criteria for a Sound Compensation Scheme

    • 13.5 Aims and Characteristics of a Compensation Plan: A Strategic Initiative

    • 13.6 Steps in Compensation Plan: A Developmental Process

    • 13.7 Methods of compensation:

    • 13.8 Compensation Schemes: A Non-Financial Approach

    • 13.9 Strategic Compensation System (SCS): An Imperative to Sales Force Management


    • 14.1 Performance Appraisal: Concepts, Definitions and Objectives

    • 14.2 Performance Appraisal: Criteria and Benefits

    • 14.3 Steps in Sales Force Performance Appraisal: An Elaboration

    • 14.4 Sales force Control: A Necessary Adjunct of Performance Appraisal

    • 14.4a Sales audit 14.4b Management Information System 14.4c Management by Exceptions

    • 14.5 Performance Appraisal Methods: A special reference to sales force

    • 14.6 Managing Sales Performance: Contemporary Issues

    • Part IV: Financial aspects of Sales


    • 15.1 Sales Budget: An Introductory Approach

    • 15.2 Sales Budget: Basic Approaches

    • 15.3 Sales Budgets: Features, Objectives and Benefits

    • 15.4 Factors Influencing Sales Budgets

    • 15.5 Steps in determining Sales budget

    • 15.6 Methods of Determining Sales Budgets

    • 15.7 Sales Forecasting: A Preliminary Introduction

    • 15.8 Sales Forecasting: Factors and Fundamentals

    • 15.9 Approaches of Sales forecasting

    • 15.10 Methods of Sales forecasting


    • 16.1 Sales analysis: Concepts and Features

    • 16.2 Sales Analyses at Individual Units: A Review

    • 16.3 Methods of Sales Analysis: A Concise Description

    • 16.4 Sales Quota: A Tool for sales Analysis

    • 16.5 Methods for setting Sales Quota

    • 16.6 Cost analysis: Concepts and Objectives

    • 16.7 Cost Control: An Important Objective of Cost Analysis

    • 16.8 Methods of Cost Analysis

    • Part V: Strategy and Modern Approaches


    • 17.1 Strategic Orientation of Selling: An Introduction

    • 17.2 Environmental Analysis: A Prerequisite for Strategic Plan

    • 17.3 Sales Strategies: Some Common drivers

    • 17.4 Steps in Strategic Sales management

    • 17.5 Understanding Competition: Essential for Selling Strategy

    • 17.6 Marketing Strategy: A Trigger of Sales Strategy

    • 17.7 Sales Strategy: Focus on Customer Relationship

    • 17.8 Sales Strategy: Distribution as an Implementation Channel

    • 17.9 Sales Strategy: Social Responsibility Issues

    • 17.10 Customer Relations: A Customer Retention Strategy


    • 18.1 Dynamics of Selling: Tracing its Traditional Root

    • 18.2 Forces of Orientation: Traditional to Modern Selling

    • 18.3 E-Commerce: A Digital Route to Contemporary Personal selling

    • 18.4 Benefits of E-commerce

    • 18.5 Limitations of E-commerce

    • 18.6 Web Based Selling: Concepts and Applications

    • 18.7 Social Media: A New Vista to Modern selling

      •