Sales and distribution management
Panda, Tapan K ; Sahadev, Sunil
Sales and distribution management - 2 nd Ed. - New Delhi Oxford 2014 - xviii, 728 p. 24 cm
Gratis Rs.595/-
PART A SALES MANAGEMENT
1. Introduction to Sales Management
2. Selling Skills and Selling Strategies
3. The Selling Process
4. Managing Sales Information
5. Sales Force Automation
6. Sales Organization
7. Management of Sales Territory
8. Management of Sales Quota
9. Recruitment and Selection of the Sales Force
10. Training the Sales Force
11. Sales Force Motivation
12. Sales Force Compensation
13. Sales Force Control
14. Evaluation of the Sales Force
PART B DISTRIBUTION MANAGEMENT
15. Distribution Channel Management-An Introduction
16. Designing Customer-oriented Marketing Channels
17. Customer-oriented Logistics Management
18. Channel Information Systems
19. Managing Channel Member Behaviour
20. Managing Wholesalers and Franchisees
21. Retail Management
22. Managing the International Channels of Distribution
The second edition of Sales and Distribution Management is a comprehensive textbook, which has been updated and enlarged with new chapters. Specially designed to meet the requirements of management students specializing in sales and marketing, it gives a balanced presentation of the concepts of sales and distribution through examples and cases.
978-0198077041
Marketing Channels
Physical distribution of goods
Sales management
658.81 PAN
Sales and distribution management - 2 nd Ed. - New Delhi Oxford 2014 - xviii, 728 p. 24 cm
Gratis Rs.595/-
PART A SALES MANAGEMENT
1. Introduction to Sales Management
2. Selling Skills and Selling Strategies
3. The Selling Process
4. Managing Sales Information
5. Sales Force Automation
6. Sales Organization
7. Management of Sales Territory
8. Management of Sales Quota
9. Recruitment and Selection of the Sales Force
10. Training the Sales Force
11. Sales Force Motivation
12. Sales Force Compensation
13. Sales Force Control
14. Evaluation of the Sales Force
PART B DISTRIBUTION MANAGEMENT
15. Distribution Channel Management-An Introduction
16. Designing Customer-oriented Marketing Channels
17. Customer-oriented Logistics Management
18. Channel Information Systems
19. Managing Channel Member Behaviour
20. Managing Wholesalers and Franchisees
21. Retail Management
22. Managing the International Channels of Distribution
The second edition of Sales and Distribution Management is a comprehensive textbook, which has been updated and enlarged with new chapters. Specially designed to meet the requirements of management students specializing in sales and marketing, it gives a balanced presentation of the concepts of sales and distribution through examples and cases.
978-0198077041
Marketing Channels
Physical distribution of goods
Sales management
658.81 PAN