This book is primarily meant for field sales force and students of management and their faculty members. This book is broadly divided into 2 parts viz.
Part I : Sales Management
Part II: Distribution Management
There is a dearth of books containing both these topics. By this book, we hope to bridge this gap. Part I consists of 8 chapters each is devoted for a particular topic. Following topics are covered here. Na- ture and scope, theories of sales, planning and strategies, sales terri- tories design and allocation of sales force, promotion mix, strategy and structure, recruitment and selection of sales force, sales force management motivation, sales budgets and quotas, sales audit and evaluation. Part II consists of 4 chapters discussing topics such as the following: principles of distribution and use of middle person, ware- housing, whole sales, transportation, retailing and franchising.
Basically salesmen are the live wires of any organisation. "Proof for pudding is the eating." The ultimate objective of any organisation in the selling. All other functions are complementary and supportive to this function - the selling. Sales management, thus occupies a promi-nent role in the organisation. Secondly current/modern concept of business management is not merely selling but satisfying the customer. Salesman is the ultimate link of organisation to the customer. He is exposed to the feeling, attitude, aspirations and sentiments of the cus- tomers. His role, not only build the bridge head but also promote customer loyalty to the organisation. This will provide the second- purchase. Considering these aspects, the sales persons play a vital role in an organisation, more significant than any other functionary. By and large sales management has two role to perform.
1. Sales Management and Business
2. Sales Forecast Analysis and Planning
3. Sales Management, Personal Selling, Direct Mail and Salesmanship
4. Sales Territory and Sales Promotion
5. Management of Sales Force
6. Sales Force - Motivation and Compensation
7. Sales Budgeting and Quotas
8. Sales Audit, Sales Analysis and Marketing Cost Analysis
9. Physical Distribution-Policy and Plans
10. Warehousing and Inventory Control
11. Wholesalers and Transportations
12.Retailing and Franchising