Selling: Principles and Practice

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The sales function essentially becomes the link between the company and its customers. Sales professionals try to instill in their customers a trust that creates a bond between the customer and the marketer. This book aims at sensitizing people to the notion that selling skills can be acquired. If these skills are applied systematically, it could make a sales professional more effective than others in a competitive market.

The book highlights different principles and practices of selling. Topics related to selling are explained using simple language, practical case studies and illustrations.

Key Features
— Aimed at students of sales and marketing to learn essential skills and art of selling to enrich their selling aptitude
— Elucidates various practical situations confronted by sales personnel during day to day work and ways to resolve them
— Essential tips provided to strengthen the core competence of a salesperson
— Topics explained with practical cases, examples and illustrations

  • Genre Sales
  • Language English
  • Format Paperback
  • Page Count 280 pages
  • Release Date 20-Jun-2013
  • ISBN 13 978-81-8495-457-9

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About the Authors

Ramanuj Majumdar

RAMANUJ MAJUMDAR, PhD, is Professor of Marketing at Indian Institute of Management Calcutta (IIMC), Kolkata since 1977. During his academic career in IIMC, he has offered with distinction a number of marketing courses in PGP, MDP and in-company programmes. Professor Majumdar has undertaken numerous consultancy projects in the area of marketing for many blue chip companies and public sector undertakings in India. He has delivered talks in many leading international business schools and has published four books.