Managing your Sales Force

A Motivational Approach

Business & Finance, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book Managing your Sales Force by Pingali Venugopal, SAGE Publications
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Pingali Venugopal ISBN: 9789352802630
Publisher: SAGE Publications Publication: July 4, 2006
Imprint: Sage Publications Pvt. Ltd Language: English
Author: Pingali Venugopal
ISBN: 9789352802630
Publisher: SAGE Publications
Publication: July 4, 2006
Imprint: Sage Publications Pvt. Ltd
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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.

More books from SAGE Publications

Cover of the book Conflict and Communication by Pingali Venugopal
Cover of the book Theory and Practice of NLP Coaching by Pingali Venugopal
Cover of the book Pathophysiology and Pharmacology for Nursing Students by Pingali Venugopal
Cover of the book The SAGE Handbook of Small Business and Entrepreneurship by Pingali Venugopal
Cover of the book Teaching Calculation by Pingali Venugopal
Cover of the book Shared Leadership by Pingali Venugopal
Cover of the book Sociology of Gender by Pingali Venugopal
Cover of the book ELL Shadowing as a Catalyst for Change by Pingali Venugopal
Cover of the book Race & Crime by Pingali Venugopal
Cover of the book Parallel Curriculum Units for Science, Grades 6-12 by Pingali Venugopal
Cover of the book Understanding Narrative Inquiry by Pingali Venugopal
Cover of the book Hinduism in India by Pingali Venugopal
Cover of the book Mathematics Worksheets Don't Grow Dendrites by Pingali Venugopal
Cover of the book Key Concepts in Tourism Research by Pingali Venugopal
Cover of the book Making Literacy Real by Pingali Venugopal
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy