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Managing your Sales Force
A Motivational Approach
First Edition
- Pingali Venugopal - XLRI - Xavier School of Management, India, Professor of Marketing and Coordinator of the Centre for Global Management and Responsible Leadership, XLRI, Jamshedpur
Other Titles in:
Sales Management
Sales Management
July 2006 | 196 pages | SAGE Response
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.
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.
Preface
Introduction
The Salesman
I: STRATEGIC DECISIONS IN SALES MANAGEMENT
Selling Strategy: Interface between Advertising, Sales Force and Channel
Selling Style
II: OPERATIONAL DECISIONS IN SALES MANAGEMENT
Sales Force Recruitment
Territory Design
Target Setting
Sales Force Motivation
Managing the Channel: The Salesperson's Role
Performance Evaluation
Annexures
References
Index
An entirely refreshing and practical approach in the area of sales force management. The book is well organized and presented very well about strategic and operational decisions in sales management.... Overall, author has done excellent job in organizing the relevant and up-to-date literatures and presenting it in a meaningful manner. This book will be a great asset to academician, who will able to know about current literature helping them in teaching and research. From student point of view, this book will provide practical insight in sales management with radical viewpoints.