Sales department occupies a strategically most important position in the present-day marketing operations. The increase in quantum of business, changing demographics, developed information technology and awareness of rights and privileges of the customers have prompted growing competition in business. In the changed scenario, the position of sales manager has gained in importance, thereby making the study of sales management in a proper perspective indispensable for the students who intend to pursue a managerial career. The present book A Practical Approach to Sales Management is a complete treatise on the subject. Beginning with a well-researched introduction to the field, the book discusses all the key concepts related to sales. It explicitly lays down the objectives of sales management — achievement of sufficient sales volumes, contribution to desirable profits and ensuring continuous growth for the company, and its functions — sales planning, organising the sales effort, coordination with other departments, appointing and training sales personnel, motivating sales persons, achieving sales targets, administration and control, to name but a few. The role of a modern-day sales manager has been exclusively presented in detail with a view to make the students highly competent in handling the real time marketing situations. The other important concepts of sales which have been analytically studied in the present book include — Marketing Policies on Sales, Market Demand and Sales Forecasting, Recruitment and Selection of Sales Persons, Sales Training Programmes, Performance Evaluation, Sales Budget, Sales Territories, Sales Control and Analysis, and many others. A practical approach to each topic, well-illustrated with rich examples from the Indian sales environment, makes the book easily accessible to the average readers. A glossary of Sales and Selling Terms given in the Appendix of the book is an added advantage provided to the readers which would facilitate them in understanding of the subject. In addition, practical case studies and analytical questions as well as sales quiz provided at the end of each chapter would help the students of Management in self-study and self-assessment. The book would be highly useful to the corporate executives and entrepreneurs besides the students and teachers of the subject.

Table of Contents:
1. Introduction to Sales Management 2. Salesmanship 3. Personal Selling 4. The Effective Sales Manager 5. Sales Organisation 6. Implications of Marketing Policies on Sales 7. Relations of Sales Department 8. Market Demand and Sales Forecasting 9. Planning for the Sales Personnel 10. Recruitment and Selection of Salespersons 11. Planning Sales Training Programme 12. Executing and Evaluating Sales Training Programmes 13. Motivating the Sales Force 14. Compensating Sales Personnel 15. Reimbursement of Sales Expenses 16. Sales Meetings and Sales Contests 17. Performance Evaluation 18. Sales Budget 19. Quotas 20. Sales Territories 21. Sales Control and Analysis