Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, etc, 4) salesmen's compensation and motivation practices, 5) evaluation and control of sales effort/personnel, and 6) branch management issues.