Strategic Sales Management

Contents: Preface. 1. Sales management: meaning and role. 2. Sales management and salesmanship. 3. Techniques of sales promotion. 4. Sales forecasting. 5. Standardization. 6. Advertising: means and strategy. 7. Mail order business. 8. Strategy in rural marketing. 9. Marketing strategy and its implication. 10. Consultancy and corporate culture.

Sales management plays an important role in the development of each organization. An essential role of sales leadership is to establish a sense of purpose or vision and a clear cut direction. Senior sales managers are responsible for translating the overall business strategy and marketing plan into a definite sales plan, using their own strategic analysis. The sales plan takes its direction from overall marketing strategy and brand values. It should be based on thorough research work and a considered positioning of the company within the market place. The  present book has been written in a lucid style that a layman can understand the concept, methods and models of strategic sales management easily. The book has been written strategically to meet the requirement of the students and teachers in the modern era.