Contests Prizes Awards For Sales Motivation

Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today′s sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.

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.

The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.

International Marketing presents an innovative, integrated approach to the course, in which marketing concepts are explored in depth within the international context. Daniel W. Baack, Eric Harris, and Donald Baack identify five key factors that impact any international marketing venture—culture, language, political/legal systems, economic systems, and technological/operational differences—and discuss them in relation to the core marketing concepts of markets, products, pricing, distribution (place), and promotion. Uniquely, the book provides discussions of sustainability and "bottom of the pyramid" concepts within each chapter, and is richly illustrated with examples from both multinational companies as well as smaller local concerns. Setting the path for the future direction of this course, the authors provide instructors and students with the first truly international marketing textbook.