Some Areas to Ponder Upon

Abstract

There are certain developments which are taking place almost all the time in the field of management, and sales management is no exception. The area, overall, is very dynamic and keeps on evolving at a very high speed. In the earlier chapters, the discussions veered around the organization (mainly the sales team) and its interaction with the marketplace. The focus of the discussion maintained throughout the book was on the existing paradigms of sales and distribution management and what really works in the marketplace. In this chapter, the objective is to familiarize the reader with some current research that is being undertaken in the field of sales management. There are certain areas in sales management which are classic in nature and their utilities and relevance has crossed the boundaries of time. Some of those concepts have also been included in this chapter. Overall, the broad objective of this chapter is to broaden the perspectives of students and managers as well as to open up their minds to the myriad possibilities that sales management has to offer.