Field Sales Management – I (Mumbai University)

ISBN Number : 978-93-5273-415-3

Student Price : Rs.150

Student Dollar Price : 6$

Book Edition : First

Year of Publication : 2017

No. Of Pages : 166

About The Book

It gives me great pleasure to present the First Edition of the book on "Field Sales Management – I" to the students of Bachelor of Commerce. This book is written on the lines of the Revised Syllabus prescribed by the University of Mumbai.


Contents -

1. Nature and Scope of Sales Management
2. Salesmanship
3. Personal Selling
4. Sales Organisation
5. Product Policies
6. Promotion Policies
7. Pricing Policies
8. Distribution Policies
9. Recruitment and Selection of Sales Force
10. Training of Sales Force
11. Compensating and Motivating the Sales Force
12. Performance Evaluation of Sales Force

About The Author

R. Krishnamoorthy has over twenty-five years of professional experience in Sales / Marketing and ten years in HR. He was National Sales Manager at Sandoz Agro and General Manager (HR) at Syngenta Crop Protection.

He has written twenty-five articles on Sales, Marketing and HR, two reference books on "Introduction to Rural Marketing" and "Personal Selling and Sales Management" and two text books on HR. Further, he has revised the popular book on "Marketing Management" written by (Late) Professor S.A. Sherlekar.

A Graduate in Agriculture, he holds a Masters Degree in Marketing Management and a Post-Graduate Diploma in HR. At present, he is engaged in writing and teaching in Management Institutes in Mumbai.

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