Table of Contents: Salesmanship and Sales Management

Bibliographic Details
Main Author:	Sahu, P.K.
Other Authors:	Raut, K.C.
Format:	Book
Language:	English
Published:	New Delhi Vikas Publishing House Pvt Ltd 2003
Edition:	3rd rev.ed
Subjects:	Management Marketing Brand Management

Table of Contents:

1. Salesmanship in Olden Days 2. Channels and Distribution 3. Selling Jobs and Salesmen 4. Qualities of Good Salesman 5. Knowledge of Goods and Selling Points 6. Buying Motives 7. Knowledge of Customers 8. Psychology in Selling 9. Selling Process 10.The Approach 11.Presentation and Demonstration 12.Overcoming Objections 13.The Close 14.Organisation of Sales Department 15.Sales Manager 16.Recruitment and Selection 17.Training of Salesmen 18.Remuneration of Salesman 19.Motivation of Salesman 20.Control and Supervision of the Sales Force 21.Sales Office Routine 22.Sales Promotion 23.Advertising 24.Media of Advertising 25.Publicity Campaign 26.Display 27.Appeals in Advertising 28.Advertising Copy 29.Advertising Layout 30.Advertising Agency