ISBN Number : 978-93-5024-721-1

Student Price : Rs.250

Student Dollar Price : 10$

Library Price : Rs.650

Library Dollar Price : 26$

Book Edition : First

Year of Publication : 2017

No. Of Pages : 240

Book Weight :306

About The Book

After having discussed the subject many times with the students, we felt there is a requirement for a customized book on the subject on ‘Salesmanship’ as the scope of the subject is very vast and it is very challenging in conceptualizing the ideas.

We are pleased to present this book in order to facilitate the students of MBA, BBA, M.Com. Programme of various Indian and Foreign Universities.

Every care has been taken to ensure ‘zero-effect’ in the book. But there is always a scope for improvement. And we would request teaching communities and students to suggest in further improvement of the book.

Contents :

1. Salesmanship
2. Understanding Consumer Behaviour
3. Knoweldge of Products, Competition and Methods of Acquiring Product Knowledge
4. Knowledge of Customers, Selling Process
5. Selling Jobs and Types of Salesman
6. Relationship Marketing and Sales Force Automation

About The Author

Bholanath Dutta, is an Accredited Management Teacher by the All-India Management Association (AIMA), an M.Phil. (Entrepreneurship), MBA (Marketing), Postgraduate Diploma in Tourism Management, Diploma in Electronics and Telecom Engg, Diploma in Advanced Accountancy, and couple of courses in specific areas (CRS, Ticketing, Tour and Travels and Airlines Management) of tourism industry from Indian Institute of Tourism and Travel Management, Ministry of Tourism.

He is currently working as Assistant Placement Officer, CRMT and Assistant Professor-Department of Management Studies, in CMR Institute of Technology. He has over 19 years of experience as varied as industry, academic, teaching, administration, consultancy and research.

Dutta is a prolific writer. He has authored six books in the area of marketing, entrepreneurship and general management. His book titled "Teaching Learning Process in Management Education" has earned lot of laurels. He has developed many study and instructional materials for the Bharatiyar University, AIMA, ITM, IASE and NIILM, etc. His articles are selected and published in derivative reference books. He has published more than 60 papers till date including articles / research paper / case study in the areas of general management, marketing and entrepreneurship in the leading management magazine/journal and still counting. He presented many papers in National and International Conference. He is a resource person in management education and has delivered lectures at other institutes. He is a guest editor to and He is the Coordinator of "Center for Research and publication" and Chief Editor for Journal-Jnanatapasa, CMRIMT and e-bulletin "Optimums".

He is a Fellow Member of Institute of Marketing Management, member of AIMA, AIMS-International, NEN Network, BMA and life member of Institute of Homoeopathic Practitioners.

Dr. Girish C. -

HOD & Asst. Prof.,

Department of Management Studies,

CMR Institute of Technology,

Bengaluru - 560037.

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