Book review: sales management
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Date
2022
Journal Title
Journal ISSN
Volume Title
Publisher
Emarald
Abstract
This textbook is undoubtedly a very welcoming edition to the sales management literature. Sales management is a comprehensive textbook designed to meet the requirements of management students at undergraduate and postgraduate specialising in marketing. It openly explores how theoretical and practical aspects of sales practices link with other strategic issues in the complex and dynamic business environment. Pradip Kumar Mallik captures numerous industry examples, cases, exhibits and illustrations to make an easy reading to the students. Apart from these, each chapter has definitions of key terms, conceptual questions, critical review questions and project assignments. All these make a complete revising buddle for students using this textbook. The book comprises four unique features: (a) it provides in-depth coverage and analysis of the approaches to personal selling and the strategies for its implementation, (2) it explains the key concepts with the help of real life Indian examples, (3) it discuss in details the selection process of sales management team and its relation to other departments in an organisation and (4) it provides a guideline for effective sales performance. At 492 pages, this textbook is divided into five crucial parts, each comprising a set of chapters.
Description
Full - text Article. Also available at: https://doi.org/10.1108/LBSJMR-12-2022-049
Keywords
Sales management, Marketing, Personal selling, Organization of sales force functions, Financial aspects of sales
Citation
Kazungu, I., Ismail, I. J., & Changalima, I. A. (2022). Book review: sales management. LBS Journal of Management & Research, 20(1/2), 92-95.