This book deals with the subject of sales, salesmanship and sales management and enquires why, how, when and who should be selling products and services to the ultimate consumer.
It will serve as a textbook for students of marketing and sales management, as it has been tailor-made for the student’s curriculum and the syllabi of Business Management Institutes. Well-structured text explains to the students of sales management, the actual process of calling on a prospect, preparing and presenting the story plan, giving demonstrations and finally selling the desired product or service. Case studies relevant to the Indian context have been included to explain to the reader the application of sales fundamentals in the actual business process.
|
