Managing Sales

This book on sales management majorly deals with varied aspects of sales management. Apart from discussing and detailing the various sales management positions and the role played by the sales force in any company of the modern era, the concept of sales management as such is discussed in great detail. The various theories of personal selling have been discussed along with discussing the concept of salesmanship. There are various qualities of sales people that are favored the most by companies. The selling process or rather the various steps of the selling process have been detailed in this book along with discussing the recruitment and selection procedure in sales organizations. There are around 16 case studies to supplement the learning derived from the chapters of the book. The book will serve its purpose for students pursuing management programs of various universities.