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About the Author
Kishore Chand Raut :- Dr. Kishore C. Raut is Reader, Department of Commerce, Berhampur University. He has published two books and more than thirty research papers. His areas of teaching and research interests are finance and marketing.Promod K Sahu :- Prof. Promod K. Sahu is a senior professor at Department of Commerce, Berhampur University. He has over 30 years of experience in teaching and research. He has published seven books and more than hundred research paper in various national and international journals. He is also associated with a number of professional bodies and associations in India and abroad.
About the Book
Salesmanship today comprises a wide range of activities and constitutes an integral part of management. This book presents the basic elements of the subject in a simplified and graded approach. Maintaining the features of the earlier edition, all the chapters of this edition are qualitatively updated. The examples and illustrations in the book are drawn from realistic situations which help the reader develop winning confidence.
Contents
"1. Salesmanship in Olden Days, 2. Channels of Distribution, 3. Selling Jobs and Salesmen, 4. Qualities of a 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 Selectin
17. Training of Salesmen
18. Remuneration of Salesman
19. Motivation of Salesmen
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
"