Dear Readers:
I have published my latest book in Amazon.com - http://www.amazon.com/dp/B00D8UV80K.
In my opinion, the written or documented
materials dealing exclusively about Sales activity and Sales Professionals in
comparison to Marketing and Marketing Professionals is not much. “Sales and
Sales Management”, a small attempt to fill this vacuum is backed with my three
decades experience in Sales & Marketing area.
The marketing expert Mr. Peter Drucker
once told that “there is only one valid definition of a business purpose : to
create a customer”. The duty of the salesperson is to search, reach,
communicate, canvass, develop, create, and satisfy a customer. The salesperson
always remains the most important human link between the customer and the sales
organization. Sales people contribute heavily to a country’s economic growth by
acting as a stimulus for business transactions and spreading the fruits of
innovations.
If a business has to succeed then the
sales force has to be competent and successful. There is a need to develop more
sales people to handle the opening up of the business activities in the world
market. It calls for an urgent need to develop the “Sales discipline” which can
help in understanding and learning the sales activity.
One can find many great books on
marketing, management, leadership, finance and other business skills but only
very few books on sales and sales management. The exclusive sales based courses
are very few in universities and the much sought after B Schools. I feel that
salesmanship is the most important skill needed in today’s complex business atmosphere.
An entrepreneur is a salesperson who sells his business as a whole. There is a
need for creating more and more entrepreneurs to boost country’s economy and
attain economic independence.
I have attempted to script down in this
book, explanation of the basic concepts of sales activity and salesmanship as
well as the importance and objectives of personal selling. In addition, I have
tried to tread into functions of sales organizations and sales management. The
purpose of writing this book is to help those who are getting into sales
profession and wish to learn the fundamentals of the selling activity. It will
also be of assistance to the large group of sales professionals who are already
engaged in selling activities but wish to freshen up the basics.
I gratefully acknowledge valuable
insights I received by reading masterpieces on Marketing and Sales Management
topics by two great gurus Philips Kotler and Peter Ferdinand Drucker, who
always inspired me. The book “Sales and Sales Management” is a small
contribution to the growth of the profession I learned, preached, professed and
practiced throughout my career span. I completed it with extensive research
undertaken to collect and compile the facts, theories, findings and opinions of
many experts specialized in the sales field.
My learned readers who wish to make
improvements or corrections to my work through suggestions may contact me on my
mail id mvrmenon@gmail.com.
MVR Menon
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