Includes index

Introduction
The salesman
Strategic decisions in sales management
Selling strategy : interface between advertising, sales force and channel
Selling style
Operational decisions in sales management
Sales force recruitment
Territory design
Target setting
Sales force motivation
Managing the channel : the salesperson's role
Performance evaluation

"Salespersons occupy a vital position in most organizations, yet they tend not to hold their profession in high esteem. According to the author of this book, unless salespersons take pride in their work, they are unlikely to perform to the best of their abilities. This, in turn, is bound to affect the organization in terms of both its growth and its profit. Pingali Venugopal approaches the sales management function from the motivational dimension in order to revive the lost vocational esteem in the sales profession."