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Managing your Sales Force: A Motivational Approach

Autor Pingali Venugopal
en Limba Engleză Paperback – 4 iul 2006
Salespersons occupy a vital position in most organizations yet they tend not to hold their profession in high esteem. According to the author of this book, unless salespersons take pride in their work, they are unlikely to perform to the best of their abilities. This, in turn, is bound to affect the organization in terms of both its growth and its profit. Pingali Venugopal approaches the sales management function from the motivational dimension in order to revive the lost vocational esteem in the sales profession.

Divided into two sections, this book

- takes an integrated view of management decisions, both strategic and operational, and works out each as a motivator for the salespersons;
- emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives;
- highlights the importance of behavioural transactions that have to take place for a sale to be successful;
- develops a framework to integrate the sales management function with the marketing mix so that there are no overlaps; and
- stresses the need to devise appropriate training programmes for salespersons.
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Specificații

ISBN-13: 9780761934950
ISBN-10: 0761934952
Pagini: 196
Dimensiuni: 140 x 216 x 12 mm
Greutate: 0.25 kg
Ediția:First Edition
Editura: SAGE Publications
Colecția Sage Publications Pvt. Ltd
Locul publicării:New Delhi, India

Recenzii

An entirely refreshing and practical approach in the area of sales force management. The book is well organized and presented very well about strategic and operational decisions in sales management.... Overall, author has done excellent job in organizing the relevant and up-to-date literatures and presenting it in a meaningful manner. This book will be a great asset to academician, who will able to know about current literature helping them in teaching and research. From student point of view, this book will provide practical insight in sales management with radical viewpoints.



Cuprins

Preface
Introduction
The Salesman
I: STRATEGIC DECISIONS IN SALES MANAGEMENT
Selling Strategy: Interface between Advertising, Sales Force and Channel
Selling Style
II: OPERATIONAL DECISIONS IN SALES MANAGEMENT
Sales Force Recruitment
Territory Design
Target Setting
Sales Force Motivation
Managing the Channel: The Salesperson's Role
Performance Evaluation
Annexures
References
Index

Descriere

This book highlights the importance of the salesperson in an organization and approaches the sales management function from the motivational dimension. Restoring the lost vocational esteem to the salesperson's job, the author draws extensively from his personal and research experience to create easy-to-apply frameworks for various sales management functions.