Sales and Service Management: Text & Cases

The book is classified into two sections – one dedicated to sales
management while the other to service management.he very first module of the Sales Management section introduces
readers to the concept of personal selling, the role of sales force,
selling process and objection handling techniques. The module
further discusses the sales management framework, the planning
process involved in sales management, the motivation techniques
used by sales organizations for their sales staff and the methods
of performance evaluation. The second module of the section deals with significance of sales forecasting and budgeting. The approaches and methods to forecasting, the purpose of sales budgets, methods of determining
sales budgets, importance of sales territories, the factors to be considered while establishing territories and the objectives of sales
quotas are some of the other important aspects dealt with in the
module.