Sales Management

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Since time immemorial, the art of salesmanship is being practiced by one and all be it bonny baby crying for mother`s attention, or a doting wife seeking gifts from her spouse or a student who tries to be in the good books of his teacher to earn a higher score. Informally salesmanship has always been there. Formally, it came to be perfected after the Industrial Revolution. Slowly, salesmanship inspired other areas of promotion such as public relations and advertising. The common element is the communication that is informative, persuasive and remaining. As personal selling or salesmanship grew in stature with the expanding business offering a variety of products and services to sell, a whole army of salespeople required its management in terms of its selection, motivation, compensation and work allocation. Thus book blends the principles of personal selling and salesmanship with the management. This book blends the principles of personal selling and salesmanship with the management of sales function and presents a comprehensive text covering the entire gamut of his subject. It also deals with selling strategies, selling partnership and relationship selling.

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S.A. CHUNAWALLA is a writer and thinker on management subjects for more than a quarter of a century. He formerly taught management students in Gujarat. He has a good blend of techno-commercial academic background. He has guided students in their research projects. He is at present a Mumbai-based consultant. Some of his books such as Product Management, Brand Management, Advertising Theory and Practice and Advertising, Sales and Promotion Management are very popular with the students and executives all over the country and in many parts of the world.