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 reallife 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.
