Beschreibung
The primary task of sales management is to determine the role of personnel selling the marketing mix of the organization and to set the personal selling objectives. Sales managers set the goals for their sale teams and bear the brunt of the responsibility for achieving the set goals. The author in this book describes the concept of personal selling, its scope, importance, and limitations. The role of field sales manager is very much crucial, so his position and role is also described. Further the author has focused the setting up of sales organization, sales force management and their proper recruitment, selection, training, compensation of sales force and motivation of sales staff. This book suggests important elements of sales activities and the department. It can be used as a reference for the salesmen, sales supervisors and other staff which are active in the sales field. The matter is presented in simple and lucid style with number of examples for easy understanding of the various concepts. There are different aspects of sales activities which are elaborated in detail to provide better insight for the students of commerce and management.
Autorenporträt
Dr. Mohammad Moghees is an Associate Professor of Commerce in Mumbai for last thirty five years. He has successfully guided ten students for M.Phil and one for PhD. He has presented number of research papers. As an author he has published two books, "Principles of Management and Finance" and "Field Sales Management - Sales Planning and Execution".
Herstellerkennzeichnung:
BoD - Books on Demand
In de Tarpen 42
22848 Norderstedt
DE
E-Mail: info@bod.de
