The seventh edition of the book builds on the strengths of the sixth edition – which was aimed toward accomplishing three objectives –
- To delineate the areas in which sales managers make decisions;
- To analyze decision alternatives and criteria in these areas; and
- To provide cases as real-world illustrations of decision situations.
These objectives will be accomplished if readers understand the sales manager’s functions in diverse circumstances.
This edition focuses on post-pandemic sales and distribution management. The main perspective is that of the sales executive as a participant in the marketing management team. Sales managers participate in and sometimes are primarily or jointly accountable for formulating strategies for the product line, pricing, physical distribution, marketing channels, and promotion. However, their focus and primary responsibility consist of managing sales personnel and maintaining relationships with key accounts and distributive organizations.
Features –
- All chapters have been modified keeping the Indian perspective in mind.
- Inclusion of recent data in cases and examples to support the text.
- Addition of new text emphasizing topics such as prescriptive selling approach, usage of analytics in sales forecasting, qualities of effective salespersons from solution selling perspective, hiring through online platforms, changes in the logistics and supply chain industry post-pandemic, reverse logistics and a few other contemporary practices
- Several new case studies have been added – Tech Always Corporation, Ramta Enterprises, Shamita Tobacco Company, Sayantini Cosmetics, Sapphire Paints Limited, etc.
