Sales Management Essentials You Always Wanted To Know

1. Introduction to Sales Management

1.1 Definition of Sale and Sales Management

1.2 Selling v/s Marketing

1.3 Sales Management – Delivering Utility Value

Chapter Summary

Quiz 1

Class Activity

2. Sales Channels and Process

2.1 Business to Consumer (B2C) Channel

2.2 Direct to Consumer (D2C) Channel

2.3 Business to Business (B2B) Channel

2.4 Business to Government (B2G) Channel

2.5 Omni Channel Distribution

Chapter Summary

Quiz 2

Class Assignment

Case Study:

Tupperware in India

3. Ensuring Product Mix in the Channel

3.1 Product & Brand Matrix

3.2 Maintaining Ideal SKU Mix

Chapter Summary

Quiz 3

Field assignment

Case Study with a solution:

Optimizing Product, Brand, and SKU mix of an online portal

4. Product Selling to Concept Selling

4.1 Shift from product selling to concept selling

4.2 Advantages of concept selling

Chapter Summary

Quiz 4

Case Study with a solution:

Apple’s conceptual selling of its ecosystem

5. Push v/s Pull Strategy

5.1 Push Strategy

5.2 Pull Strategy

5.3 Difference between Push and Pull Strategies

5.4 Advantages and Disadvantages of Push and Pull Strategies

Chapter Summary

Quiz 5

Case Study:

Push and Pull Strategies in the pharmaceutical industry Class Assignment

6. Cross-Selling, Up-selling, Value-Added Selling

6.1 Cross-Selling

6.2 Up-Selling

6.3 Value-Added Selling

Chapter Summary

Quiz 6

Case Study:

Analyzing Cross-Selling Trends

Off-Class Assignment:

Analyzing Cross-Selling Trends

7. Channel Conflict: Reasons to Resolution

7.1 Channel Conflict

7.2 Causes of Channel Conflict

7.3 Types of Channel Conflict

7.4 Consequences of Channel Conflict

7.5 Conflict Resolution Tools

7.6 Conflict Management Styles

Chapter Summary

Quiz 7

Role Play Activity

Case Discussion with a solution:

Dealer Brands - Conflict of Interest

Case Study with a solution:

Producer-multiplex revenue sharing talks failed

8. Managing Key Accounts

8.1 Concept of Key Accounts Management

8.2 Managing Key Accounts Effectively

8.3 How to Choose Key Accounts

8.4 Stages of Key Accounts Management

8.5 Advantages and Challenges of KAM

Chapter Summary

Quiz 8

Case Study with a solution:

Key Account Management: The Next Level

9. Sales Promotions

9.1 Consumer Promotions

9.2 Trade Promotions

Chapter Summary

Quiz 9

Case Study:

Lay’s Sales Promotion: ‘Do me a flavor’

10. Sales Force Management

10.1 Importance of Sales Force Management

10.2 Components of Sales Force Management

10.3 Benefits of Sales Force Management

Chapter Summary

Quiz 10

Case Study with a solution:

Sales Force Performance Evaluation

Class Assignment with a solution:

Salesforce Performance Evaluation

11. Sales Management Post-Pandemic

Chapter Summary

Glossary

Vishal Desai is a seasoned business management professional with two decades of experience in industry and academics across marketing, sales, brand management, advertising, retail management and services marketing. He teaches various courses on these subjects, which are his areas of expertise, at b-schools. He also consults organisations in implementing best practices in these domains. In his career span so far, he has worked with leading companies across verticals of FMCG, Media & Entertainment, Education & Training and Consumer Goods.

Vibrant Publishers is focused on presenting the best texts for learning about technology and business as well as books for test preparation. Categories include programming, operating systems and other texts focused on IT. In addition, a series of books helps professionals in their own disciplines learn the business skills needed in their professional growth.

Vibrant Publishers has a standardized test preparation series covering the GMAT, GRE and SAT, providing ample study and practice material in a simple and well organized format, helping students get closer to their dream universities.

The Self-Learning Management Series is designed to help students, new managers, career switchers, and entrepreneurs learn essential management lessons and covers every aspect of business, from HR to Finance to Marketing to Operations across any and every industry. Each book includes basic fundamentals, important concepts, and standard and well-known principles as well as practical ways of application of the subject matter.

Vishal Desai provides a digestible introduction to complex sales and management concepts. The topics in this book will give anyone, at any level, a succinct overview of these sales and management essentials along with helpful visual guides that can be used for professional development or with teams.
-- Michelle Bartonico, Trinity University

This exciting book summarizes more than two decades of Vishal Desai’s knowledge, skills, abilities, personal experiences, and wisdom in corporate strategy, sales, marketing, branding, and product management. A brief, easy-to-follow, and down-to-earth book on sales management essentials, it offers a clear definition for critical concepts, several practical examples, relevant case studies, class assignments, and even a short quiz. It is a perfect teaching tool for sales management courses or corporate training programs. Business professors, instructors, sales managers, salesforce personnel, and students will enjoy reading these exciting materials.
-- Thomas Li-Ping Tang, Ph.D., Professor of Management, Jennings A. Jones College of Business 

I am delighted to go through a concise book on sales management by Professor Vishal Desai. The essence of product management, channel management, strategic planning, and execution are made precise for those who have a paucity of time. The lucidity in which the book is written shows an industry experience perspective on the Sales Management Cycle. A must-read book for both corporate sales personnel and management graduates.
-- Dr. C.N.Narayana, Former Senior Professor & DG of Kirloskar Institute and IIEBM

This book is an easy-to-implement learner's guide to understand sales in the dynamic context of business. The best thing about the book is its lucid language, conceptual clarity, and seamless flow, with value additions in the form of chapter summary, assignments, quizzes, and case-studies, which make it an invaluable treasure.
-- Prof Ujjwal K Chowdhury, Strategic Advisor & Professor, Daffodil International University

The book captures multiple facets of the sales management function very succinctly and concisely. It is helpful for readers to recap and consolidate their understanding of the sales management field. The lucidity and conciseness of the book makes it a quick read. A highly enriching book for both students of sales management and sales management practitioners at various levels.
-- Dr. Pravin Dange, Head - Academics,, Symbiosis International (Deemed University), Pune, India

What I liked the most in the book is the discussion on channel management, concept selling and channel conflict.
-- James (Randy) Webb
Senior Professor of Practice and Executive Director,
Stephen Stagner Sales Excellence Institute
C.T. Bauer College of Business
University of Houston

Vishal Desai's book on Sales Management is perhaps the most readable of any of the textbooks on this subject. His straightforward style lends itself to insights and pronouncements about how sales management and marketing should be understood as the drivers of the success of any organization. The figures, graphs, and charts serve as excellent examples of the marketing and sales principles in action. The topical approach used by Desai illustrates an understanding of how best to explain the subject so that readers are able to connect the dots and make perfect sense of the essential lessons so important in the practice of business. The cases and class assignments are a special bonus for professors to use to help reinforce learning.
-- Joseph Stasio, Associate Professor of Marketing, Merrimack College

This book delivers all the knowledge of sales management. With this book, people who are interested in sales or marketing can enhance or sharpen their expertise. I give it 5 stars.
-- Jangho Gil, Ph.D.
Assistant Professor of Accounting at Monmouth University

This book provides a great introduction to the field of sales management. It’s use of diagrams and charts help to summarize and condense information, assisting in students' understanding and retention of key factors. The self-check quizzes complete with answers, placed at the end of each chapter, allow students to check their comprehension of the material in each chapter. Case studies along with class activities at the end of each chapter enhance students' learning and promote critical thinking. The chapters are well written and cover the right amount of material.
-- Linda Cabral Marrero, MBA, JD
Business Teacher at Hendrick Hudson School District

This is an amazing book for students, professors, and sales professionals. This textbook is straightforward. Upon opening the book, you will quickly be absorbed into the content and gain knowledge about sales. It covers fundamental topics in a well-organized manner, including cross-selling vs. up-selling, SKU, push vs. pull strategy, sales channel strategies, and sales management in a post-pandemic era. It also has many field assignments and case studies. This book is an excellent guide for learning about sales.
-- Dr. Eunyoung Jang, Assistant Professor of Marketing, Midwestern State University

The book provides a bottom-up approach so that the reader gets a clear and concise understanding of the concepts in sales management, including real-world concerns and needs of customers as well as the sales management team (marketing, sales, distribution, intermediaries, etc).
-- Jeff Conner
Library Director
N922 Community Recreation, Library

The content matches to the title very well--As a sales management "essential," the book is written in a very concise manner. I like that the book embeds marketing channels in the discussion of sales management. Having a separate chapter on post-pandamic is very nice.
-- Dr. Jia Li, Associate Professor of Marketing, Wake Forest University

This book is written from a practicioner's perspective without compromising on concepts and theories. It will act as a bridge of learning for students pursuing Sales & Distribution courses.
-- Prof Manoj Gour

This book discusses in a way never done in prior researches the synergies between the two functions. It breaks down the most complex concepts in marketing in a manner accessible to both students, and practitioners.
-- Felix Lessambo
Professor at Fordham University

This book is an excellent resource for the beginning sales manager. It’s written in plan language that makes it easier to understand. It will be replacing my current textbook.
-- Heather Nestorick
Accounting Professor at Luzerne County Community College

Have you ever wondered what is the difference between sales and marketing? If the answer is yes, then Sales Management Essentials is a valuable guide that offers the answer. This, rather short textbook also highlights different strategies for B2B and B2C channels, salesforce management, and other relevant topics. Additional value of the work is that it comes with quizzes and assignments that reinforce learning.
-- Arkadiusz Mironko
Assistant Professor of ManagementAssistant Professor of Management
Indiana University East

Desai makes clear in a thorough explanation the many ways that a product might be marketed and sold.
-- Laura Lambdin, Management Department, University of South Carolina

I really like the explicit comparison of Marketing and Sales in this book. I also like the division of sales processes and techniques by different channels. I liked the focus on specific industries that the book covered. Good coverage of salesforce management. Nice use of graphics and visual models to which helped to bring the content to life.
-- David Fogarty
Chief Marketing Analytics, Data and Technology Officer
Evernorth Corporation

Short, easy to follow, and packed with important concepts and real-world examples for anyone seeking knowledge, understanding, and advice on sales and marketing.
-- Rupak Rauniar -PhD, PMP
Associate Professor of Supply Chain Management

Sales Management Essentials is a great source for those wanting the most pertinent knowledge regarding all things sales. Many textbooks covering these topics tend to focus on abstract concepts that do little to help with the practice of selling and sales management. However, Vishal Desai does an amazing job of bringing a wealth of practical knowledge that is useful both in and outside of the classroom. By covering a wide range of important concepts relevant to sales management, this text is a gateway for anyone desiring to understand the theory and practice of sales.
-- James Mersman
Assistant Professor of Accounting
Archie W. Dunham College of Business

I find it interesting and practical for both students and sales managers. There are many figures in your book that help us to simulate the situation but it would be better if you add their references if there are any. Using new references will enrich and up-to-date your work. It has practical examples that make it easy to understand the concept. I propose you a section related to problems and difficulties that sales management will face in the future and how they can manage it.
-- Fariba Azizzadeh, Ph.D., Assistant Professor, Islamic Azad University, Department of Management, Piranshahr (Urmia), Iran

This book looks like a textbook for sales person course. It is very comprehensive and has all the sales aspects covered even for a complete beginners. Interesting would be to read it even for entrepreneurs who are starting their business and have never dealt with sales before.
-- Darya Y
Net Galley Reviewer

Very well put together covering many of the essentials and more. I was especially pleased to see the section on "Managing Key Accounts". That chapter alone should be bookmarked and kept easily accessible on the desk. The other chapter that caught my attention was on "Push/Pull Strategy". This is something I have recently raised in a class I teach and could have used some of the info as a supplement to the concepts I was attempting to get across to students.
-- Jack Zarkauskas
Librarything User

Although this book is targeted toward those in sales, I found it interesting to understand the different concepts. Good explanations with a quiz after each chapter. Written in an almost textbook type style. Thank you to the author, the publisher, and Netgalley for allowing me to review.
-- Angela S, Net Galley Reviewer

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