Download Sales Management By Dr. Surinder Singh Pdf book free online – from Sales Management By Dr. Surinder Singh Pdf book; This book covers the following topics: Personal Selling, Recruitment and Selection, Sales Training, Sales Meeting and Contests, Sales Territories, Sales Quota, Supervision and Evaluation Of Sales-force, Sales Control and Cost Analysis.
Originally, the term ‘sales management’ referred to the direction of sales force personnel. But, it has gained a significant position in the today’s world. Now, the sales management meant management of all marketing activities, including advertising, sales promotion, marketing research, physical distribution, pricing, and product merchandising. Them American marketers association (AMA’s) definition, takes into consideration a number of these viewpoints. Its definitions runs like: the Sales Management By Dr. Surinder Singh Pdf
planning, direction, and control of the personnel, selling activities of a business unit including recruiting, selecting, training, assigning, rating, supervising, paying, motivating, as all these tasks apply to the personnel sales-force.
Sales-management differs from other fields of management, mainly in different aspects: the selling operation of a business firm does not exist in isolation. Thus, simultaneous with the changes taking place in the business, as well as marketing-orientation, anew concept of sales management has evolved. The business, is now society-oriented, on human-welfare aspects. So, sales-management has to work in a broader and newer environment, in co-existence with the traditional lines. The present emphasis is now on total development of human resources. Sales Management By Dr. Surinder Singh Pdf