The sales department personnel in any organization have to study, understand and properly organize the
management
of sales, for its success. This book is the result of the author’s teaching experience. In its sixteen Chapters, various aspects of this subject have been discussed, e.g. policy of sales, documents of sales, decisions about sales price, sales to foreign countries, major problems in sales
management, promoting sales of new products, advertising etc. It states that, though sales, is the last activity in an organization, it is not the least important. It makes the readers aware, of the various problems faced in managing the sales.
In one of the important Chapters, the author has discussed the promotion of new products for sale. For continued progress in business, any organization has to arrange designing, producing, testing and selling, and then customer feedback for new products. Any new product needs promotion, which means trying to make the customers, to adopt the new products, launched by the company in the market. We have to utilize various means of
communication, appropriately chosen for this purpose. We have to consider, points like selection of media, content and format of the message, advertising, publicity, attractive packaging and personal selling etc. Summing up, it is a valuable and well-planned contribution. It provides lot of information on this subject, in a comprehensive manner, all at one place. This will make the teachers and the students, not to refer to, too many books. It is easy to understand. It is useful for the research scholars, teachers, executives and the students of management.