Chapter Code: SDMC01
Pages : 514; Paperback;
210 X 275 mm approx.
Suggested Case Studies
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Sales is one of the most crucial functions of an organization. It is the principal, and often, the only revenue generating function in the organization. Sales has formed an important part of business throughout history and will continue to do so. A constant evolution has been witnessed in the sales function from the early Stone Age, through the Iron ages and the Middle Ages to sales in the twenty-first century. The evolution of the sales concept can also be studied in terms of seven generations.
This can be attributed more to the misconceptions in the minds of the people rather than actual knowledge of the profession. The major objectives of a sales organization are to increase sales volume, contribute to profits, and attain long-term growth. For an organization to be successful, it is essential to integrate the sales and marketing functions so that coordination of activities can be achieved.
Over the years, substantial changes have taken place in the selling environment, sparking a change in the sales function too. The various trends that have shaped the sales function include shorter product life cycle, longer, more complex sales cycle, reduced customer loyalty, intense competition among manufacturing firms, rising customer expectations, increasing buyer expertise, electronic revolution in communications, and the entry of women into the sales force.
Evolution of the Sales Concept
Nature and Role of Selling Image of Selling
Objectives of Sales Management
Integrating Sales and Marketing Management
Environmental Changes Affecting Sales Management
Shorter Product Life Cycle
Longer, More Complex Sales Cycle
Reduced Customer Loyalty
Intense Competition Among Manufacturing Companies
Rising Customer Expectations
Increasing Buyer Expertise
Electronic Revolution in Communication
Entry of Women in Sales Management
Structure of the Book