Managing Your Sales Force
A Motivational Approach
By (author) Pingali Venugopal
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Managing Your Sales Force by Pingali Venugopal
Book DescriptionThis book highlights the importance of the salesperson in any organization and approaches the sales management function from a motivational standpoint. Drawing extensively from his personal and research experience, the author creates an easy-to-apply frameworks for various sales management functions. Managing Your Sales Force: - takes an integrated look at management decisions, both strategic and operational, and works out the motivators for each from a sales force perspective; " emphasises the need for managers to motivate their staff, beyond the commonly used monetary incentives; " highlights the importance of the behavioural transactions that have to take place for a sale to be successful; " stresses the need to devise appropriate training programmes for individuals within any sales team.
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Book DetailsISBN: 9780761934950
(216mm x 140mm x 12mm)
Imprint: SAGE Publications Inc
Publisher: SAGE Publications Inc
Publish Date: 4-Jul-2006
Country of Publication: United States
Books By Author Pingali Venugopal
Agri-Input Marketing in India, Paperback (August 2014)
After understanding the past policy environment, agri-input marketing, and promotion strategies of both the government and private companies, this book suggests frameworks for agri-input marketing companies to align their strategies to the new objective of sustainable agriculture.
Marketing Management, Paperback (April 2010)
A contemporary discourse on how to operate in the rapidly changing environment of the marketplace. It provides the mantra to build long-term marketing growth. It also reclassifies the need hierarchy to suit the marketing professionals and introduces the concept of 'rebel need'.
Sales and Distribution Management, Paperback (September 2008)» View all books by Pingali Venugopal
Though India has become a lucrative market for various companies, the unique characteristics of its market throw up a variety of challenges. This book aims to understand these challenges. Building on an understanding of the consumer decision process, it defines the roles of marketing and selling strategies.
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Author Biography - Pingali Venugopal
Pingali Venugopal, Associate Director, XLRI, Center for Global Management and Responsible Leadership, and Professor (Marketing), has teaching, industry, consulting, and research experience in the Marketing function in the Indian context for over 33 years. He has done his Post Graduate Programme and Doctorate from the Indian Institute of Management, Ahmedabad. He has been a Marketing Faculty at XLRI, Jamshedpur, since 1994 and the Dean of the Institute from 2004 to 2010. He has also been a Visiting Faculty to leading institutes in India including the Indian Institutes of Management in Ahmedabad, Kolkata, Lucknow, and Indore and international institutes including American University of Armenia and Educatis University Switzerland. He has taught courses such as Marketing Management, Sales and Distribution Management, Agricultural Input Management, and Marketing Research at these institutes. Prior to joining academics, he has worked in Marketing Department of Coromandel Fertilisers and Nagarjuna Fertilisers and Chemicals Ltd for a period of 10 years. While at Coromandel, he was also involved in the launch of their cement brand. Venugopal's research and publication cover different marketing topics, and he has authored seven books covering the areas of marketing and Indian economy. His books Sales and Distribution Management: An Indian Perspective and Marketing Management: A Decision Making Approach have been adopted as texts in several business schools including the Indian Institutes of Management. On the invitation of Government of India, he prepared the report on Input Management, State of Indian Farmer-A Millennium study wherein he evaluated the impact of the policy measures on the Indian farmers from Independence to 2000. After the formation of Jharkhand, he was part of the steering committee of the Jharkhand Development Report prepared for the Planning Commission. As part of the report he also prepared the agricultural plan for the newly formed state. He is on the Board of Tata Metaliks, Advisor to Kerzon Consultants, and on the Academic Committee of National Institute like National Institute of Agricultural Extension Management, Hyderabad and National Institute of Technology, Jamshedpur. He has also been involved as an expert for programs conducted by some agri-business companies such as Zuari, UPL, and PI industries.
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