Sales Management and Personal Selling

ISBN Number : 978-93-5097-346-2

Student Price : Rs.398

Student Dollar Price : 16$

Book Edition : First

Year of Publication : 2017

No. Of Pages : 210

Book Weight :314

About The Book

Most of the books available in India are basically giving theoretical aspects of sales management that does not give real practical aspects that a manager is required to handle. The author have attempted to give all these practical aspects along with the theory and have explained them with actual examples and case to make them live. The author feel that the book will be useful for all those faculties who do not have corporate work experience at sales manger level that and do not have proper perspective of sales management. The author will be happy to receive valuable inputs that can be incorporated in next editions.

 

Contents -

Part I : Sales Management

1. Introduction

2. Sales Management - Planning of Sales Efforts

3. Sales Management - Organizing Sales Efforts

4. Sales Management - Directing Sales Efforts

5. Sales Management - Controlling Sales Effort

Part II : Personal Selling

1. Personal Selling

2. Selling Process Industrial/Institutional Sale

3. Selling Process Consumer Goods

4. Selling of Services

About The Author

Professor Anil Keskar is currently Advisor (Management Studies) at the Dr. D.Y. Patil Vidyapeeth, Pune.

Professor Keskar is a Metallurgical Engineer from the Government College of Engineering, Pune (COEP), and did his MBA from the Department of Management Sciences, University of Pune (popularly known as PUMBA).

Upon completing his studies, he spent about twenty - five years in various industries like International Computers, Thermax, Kirloskars, Amalgamations, Sanmar Engg., and Kalyanis. Professor Keskar has experience in working in different functional areas like operations, logistics, marketing, and HR. He left his industrial stride in the year 1994, to pursue his research in Strategic Marketing, which he completed with a Ph.D. in the year 1996.

Professor Keskar has worked as Director at some of the premier Management Institutes in Pune. In the year 2007, he superannuated as Professor and Head of the Department of Management Sciences, University of Pune (PUMBA). He had worked as Director (Management Programs) at Sinhgad Technical Education Society, and also as Dean - Academics Symbiosis International University, before taking over the current assignment.

Dr. Suresh Abhyankar - B.Sc., PGDM (FAM), MPM, Ph.D.

Started career as manufacturing chemist in Bayer India Ltd. and then shifted to sales and marketing. Worked with Hindustan Milkfoods (now known as GlaxoSmithKline Beecham Consumer Products Ltd.) for 18 years and was involved in market development in western region and many product launches including BOOST, Chocolate Horlicks and anti-dandruff Brylcreem. Worked as marketing head of Pickwick brand biscuits and turned it around from loss making to profit making company in a very short period.

Worked as marketing consultant for many years; specializing in sales skills training, deciding distribution logistics and establishing strong channel by selecting right quality channel partners. Recruited and trained sales staff of companies like Whirlpool of India Ltd., Japan Tobacco, Pravin, BASF (Agri.) etc.

Taught marketing subjects in all the Pune based management institutes and currently working as Director for Sai Sinhgad Business School.

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