BE A SUPER SALES PERSON

Organisations today perform hundreds of diverse activities. But out of these activities, there is only one that generates revenue. And that is the activity of SELLING.

This book is an attempt to equip all budding sales and marketing professionals with the absolutely necessary ingredients of perfect selling skills.

The book, through a decade of research, soul searching and dialogues with practitioners, experts and frontline staff across industries, delivers an exhaustive and all inclusive set of 32 attributes which are mandatory must for any individual to succeed in the profession of sales.

The book presents these 32 attributes in the form of a poem known as the Song of the Super Salesperson wherein each attribute is an attempt to instill positive sales person traits.

Further, the book also contains a well researched and comprehensive set of 11 highly practical checklists that have been developed to facilitate fool proofing in the selling function.

Walls of progressive companies are adorned with posters stating that it takes 3 to 5 times "more" money to acquire a customer than to retain him.
Chandrashekhar Pitre
Senior Director Marketing South Asia

    

    

    

        

            
                
            
        
    
    

        

            

    

        

    

            

                

    Chandrashekhar Pitre
                

    Senior Director Marketing South Asia
            
            
        
        

            

                                
            
            

    
Walls of progressive companies are adorned with posters stating that it takes 3 to 5 times "more" money to acquire a customer than to retain him. While this is now common knowledge, there is little awareness and consistency about "what" companies need to do to "plug the leaking bucket". This book attempts to provide clear, concise steps towards achieving that objective which is critical for the survival of every business
        
    
    
    
Prof. Khan's new work is a wonderful gift for all practitioners of Marketing. Unlike most works written by academics, here is a book that is uncluttered by jargon, rich in anecdote from every product and service category
Paritosh Joshi
President & New Ventures

    

    

    

        

            
                
            
        
    
    

        

            

    

        

    

            

                

    Paritosh Joshi
                

    President & New Ventures
            
            
        
        

            

                                
            
            

    
Prof. Khan's new work is a wonderful gift for all practitioners of Marketing. Unlike most works written by academics, here is a book that is uncluttered by jargon, rich in anecdote from every product and service category, and all in all a delightful and absorbing read. Even as you relish the book Prof. Khan successfully kits you out with a brimful of practical suggestions that you can readily bring to bear on your own brand's marketing charter.
        
    
    
    
Messrs. Khan and Gonda lend a refreshing perspective to the idea of loyalty and customer retention. Thought provoking yet practical…
Shiv Moulee
Chief Client Officer

    

    

    

        

            
                
            
        
    
    

        

            

    

        

    

            

                

    Shiv Moulee
                

    Chief Client Officer
            
            
        
        

            

                                
            
            

    
Messrs. Khan and Gonda lend a refreshing perspective to the idea of loyalty and customer retention. Thought provoking yet practical…
        
    
    
    
Most marketing textbooks are hundreds of pages long and are filled with term definitions that hardly anyone remembers.
Krishna Durbha
Value Added Services

    

    

    

        

            
                
            
        
    
    

        

            

    

        

    

            

                

    Krishna Durbha
                

    Value Added Services
            
            
        
        

            

                                
            
            

    
Most marketing textbooks are hundreds of pages long and are filled with term definitions that hardly anyone remembers. When it comes to implementing a marketing strategy, it’s difficult to remember the 4P’s (or 5 or 6 or whatever you follow) so it’s hard to put together a strategy that will work for the particular product/brand/company. Businesses are hungry for information on how to market effectively and this book takes a hands-on, step-by-step, easy-to-measure results approach to creating a marketing strategy that has been proven to work even at very large companies.
        
    
    
    
The Indian market has changed dramatically in the last two decades. We have moved from a country of shortages to a country of surplus in most consumer goods markets.
Shiva Kumar
M.D.

    

    

    

        

            
                
            
        
    
    

        

            

    

        

    

            

                

    Shiva Kumar
                

    M.D.
            
            
        
        

            

                                
            
            

    
The Indian market has changed dramatically in the last two decades. We have moved from a country of shortages to a country of surplus in most consumer goods markets. Most monopolies, public or private created by artificial forces have either disintegrated or have been overhauled. A number of forces came together to create this strong growth in Indian consumer markets.This new scenario calls for a different marketing mindset, that is one of retention and not penetration. Retention will mean more consumer and customer education, will mean better management of the consumer relationship after the purchase has been made, it will mean more dialogue with the consumer. In short, getting the same consumer to buy the same brand again is the challenge. This is labeled retention by many.
I am happy to see Dr. Kalim Khan and Prof. Cyrus Gonda address the concept of consumer, customer and retention in this second book of theirs. I am sure you will enjoy their stimulating presentation of these concepts.