Cover -- Preface -- Chapter 1 Market Evolution -- Introduction -- Business Scenario in India -- Business Myopia -- What is Our Business? -- Market and Manufacture -- Branded and Generic Products -- Patents and Patent Laws -- Marketing Mix -- Chapter 2 Distribution of Goods -- Introduction -- Chapter 3 Strategic Sales Plans -- Introduction -- The Benefit Story -- Maslow's Hierarchy of Needs -- Brand Functions -- Product Related Analysis -- Competitive Analysis -- Strategic Marketing Planning Process -- Customer's Analysis -- Market Share Strategy -- Product Life Cycle-Growth Stage Strategy -- Position as a Follower in the Market -- Strategies for Late Growth Stage in PLC -- Strategies for the Maturity Stage of Product Life Cycle -- Market Strategies in Decline Stage of Product Life Cycle -- Portfolio Management Analysis -- Sales Manager for the Twenty-First Century -- Critical Path to Continuous Success -- Chapter 4 International Sales -- Introduction -- Chapter 5 Competitive Forces -- New Entrants -- Price Waterhouse, the Indian Profile -- Chapter 6 Pricing Strategies -- Introduction -- Chapter 7 Challenges of Sales Plan -- Introduction -- Chapter 8 Strategies for New Product -- Introduction -- Chapter 9 Sales Force Management Strategy Imperatives -- Introduction -- The Prestige Movers -- Obstacle Descriptors -- Chapter 10 Strategic Selling Innovations -- Introduction -- Chapter 11 Marketing Research -- Purpose of the Research -- Manager and Researcher -- DAGMAR and Advertisment Research -- Use the Knowledge Gained -- Data Collection- Qualitative Techniques -- Report Writing & Presentation -- Chapter 12 Strategied for Non Profit Organizations -- Financial Resources -- Chapter 13 India's Political Environment -- Post-Independence Scenario -- Chapter 14 Futuristic Sales -- Chapter 15 The Buying Process.

Chapter 16 Advertising Defined and its Role in Marketing -- Introduction -- Use the Knowledge Learnt -- Primary Research and Secondary Research -- Use the Knowledge Gained -- Advertising Agency Selection Process -- Use the Knowledge Gained -- Media Planning and Product Positioning -- Chapter 17 Public Relations -- Introduction -- Chapter 18 Customer Value and Consumer Behaviour -- Introduction -- Socio-Cultural Segmentation -- Gratification -- Chaper 19 Understanding Case Studies -- Case Study- -- Force Tyre Company -- Jagdish Electronics -- Mode Freeze Ltd. -- Zena Hotels -- 7-11 Stores -- Kelvin Appliances -- Crown Apparels Ltd. -- Honeymoon Hotel, Nainital (HHN) -- Airlink India Ltd. -- Wisdom Freezers Ltd. (WFL) -- Citi Mobiles Ltd. (CML) -- ABC Inc. -- Hindalco-Hindustan Aluminium Company -- Verma Garments -- Picture Tubes Logistics -- Sugar Mills-Logistics -- Women Shoppers Over the Years -- Kinetic Honda Case -- Crystal Cassette Company -- General Insurance Corporation of India -- Competent Motors -- Activity Base Corporation -- Sharat Electronics Ltd. -- Flying Gaints (FG) -- Complete Retail Plan-CRP -- ABC Ltd. (A Food Product Company) -- Windsor Shoes Ltd. (WSL) -- Gillette Co. -- Microsoft Inc., USA -- Infosys Technologies Ltd. (ITL) -- Exhibitions India P. Ltd.(EI) -- Maruti Udyog Ltd. (MUL) -- Whirlpool of India Ltd. -- Price Waterhouse (PW) -- Asian Paints Ltd. -- Index.

Sales Management is arguably the most important of all the marketing functions, as only through sales companies earn money. Considering its primacy in today`s competitive business scenario, companies keep looking for ideal sales persons, ``the illusive individual.`` The book is meant to help the students to reach the pinnacle of Sales Management learning.

Description based on publisher supplied metadata and other sources.

Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.