Overview

Do you want to know about various sales promotion tools to maximize sales revenue in your organization? Are you looking for ways to handle conflict situations in sales management? Do you want to know why sales force management is so important? Sales Management Essentials contains everything you need to know about Sales Management! In this book, you will learn why (and how) sales and marketing are different and the wide range of sales channels you can use to sell your products. If you've been focused on only selling your product and not your product concept, this book will teach you how. (Yes, there's a difference!) Or perhaps you want to conduct sales promotions and require effective sales promotion techniques that will help you succeed. Sales Management Essentials is where you will find all your questions answered. This book will help you to: ● Understand all aspects of sales management functions ● Learn how to manage the sales channels and sales-force ● Discover the relationship between sales and marketing ● Study various selling tools, sales techniques, and sales strategies ● Explore various sales promotion activities to increase sales ● Learn channel conflict management and resolution skills The book is an ideal pick for young managers, entrepreneurs, and graduate students who wish to acquaint themselves with all the aspects of sales management. It is also an excellent teaching aid for the academic fraternity and industry professionals who teach sales and marketing management courses.

Full Product Details

9781636510767

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Reviews

What I liked the most in the book is the discussion on channel management, concept selling and channel conflict. -James (Randy) Webb Senior Professor of Practice and Executive Director, Stephen Stagner Sales Excellence Institute C.T. Bauer College of Business University of Houston Vishal Desai provides a digestible introduction to complex sales and management concepts. The topics in this book will give anyone, at any level, a succinct overview of these sales and management essentials along with helpful visual guides that can be used for teams or for professional development. -Michelle Bartonico, Trinity University This exciting book is a perfect teaching tool for sales management courses or corporate training programs. Business professors, instructors, sales managers, salesforce personnel, and students will enjoy reading these exciting materials. -Thomas Li-Ping Tang, Ph.D., Professor of Management, Jennings A. Jones College of Business The lucidity with which the book is written shows an industry experience perspective of the third eye on the Sales Management Cycle. -Dr. C.N.Narayana, Former Senior Professor & DG of Kirloskar Institute and IIEBM Vishal Desai's straightforward style lends itself to insights and pronouncements about how sales management and marketing should be understood as the drivers of the success of any organization. The cases and class assignments are a special bonus for professors to use to help reinforce learning. -Joseph Stasio, Associate Professor of Marketing, Merrimack College This book succinctly is a step-by-step easy-to-implement learner's guide to understand sales in the dynamic context of business. The best thing about this book is its lucid language, conceptual clarity, and seamless flow. -Prof Ujjwal K Chowdhury, Strategic Advisor & Professor, Daffodil International University The content matches the title very well--As a sales management essential, the book is written in a very concise manner. I like that the book embeds marketing channels in the discussion of sales management. An interesting detail is that the book has a separate chapter on the post-pandemic situation of sales. -Dr. Jia Li, Associate Professor of Marketing, Wake Forest University

Author Information

Vishal Desai is a seasoned business management professional with two decades of experience in industry and academics across marketing, sales, brand management, advertising, retail management and services marketing. He teaches various courses on these subjects, which are his areas of expertise, at b-schools. He also consults organisations in implementing best practices in these domains. In his career span so far, he has worked with leading companies across verticals of FMCG, Media & Entertainment, Education & Training and Consumer Goods. Vibrant Publishers is focused on presenting the best texts for learning about technology and business as well as books for test preparation. Categories include programming, operating systems and other texts focused on IT. In addition, a series of books helps professionals in their own disciplines learn the business skills needed in their professional growth. Vibrant Publishers has a standardized test preparation series covering the GMAT, GRE and SAT, providing ample study and practice material in a simple and well organized format, helping students get closer to their dream universities.

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