• Sage Managing your Sales Force Sage Managing your Sales Force

Sage Managing your Sales Force

Product Code : 9780761934950

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Regular Price: Rs. 525

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Quick Overview

Salespersons occupy a vital position in most organizations yet they tend not to hold their profession in high esteem. According to the author of this book, unless salespersons take pride in their work, they are unlikely to perform to the best of their abilities. This, in turn, is bound to affect the organization in terms of both its growth and its profit. Pingali Venugopal approaches the sales management function from the motivational dimension in order to revive the lost vocational esteem in the sales profession.

Divided into two sections, this book 

- takes an integrated view of management decisions, both strategic and operational, and works out each as a motivator for the salespersons; 
- emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives; 
- highlights the importance of behavioural transactions that have to take place for a sale to be successful;
- develops a framework to integrate the sales management function with the marketing mix so that there are no overlaps; and
- stresses the need to devise appropriate training programmes for salespersons.

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Brand / Publisher SAGE Publications India
Return Policy 15 Days
Edition 2015
ISBN 9780761934950
Author Pingali Venugopal
Language English
Pages 196
Binding Paperback


Brand Information

Sage Publications is an independent publishing company founded in 1965 in New York by Sara Miller McCune.  Sage has more than 1,500 employees globally from principal offices in Los Angeles, London, New Delhi, Singapore, and Washington DC. Sage’s publishing program includes more than 800 journals and over 800 books,reference works and electronic products covering business, humanities, social sciences, science, technology and medicine.In 2012 Sage was named the Independent Publishers Guild Academic and Professional Publisher of the Year.

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