Sales and distribution Management text and cases

By:

Havaldar, Krishna K & Cavale Vasant

Material type: Text

TextPublication details: Mc Graw Hill Delhi 2011Edition: 2Description: XXXV, 672p 24 cm ; PbkISBN:

9780071077965

Subject(s):

Sales Management Physical distribution of goods

DDC classification:

658.81 HAV

Contents:

1. Introduction to Sales and Distribution Management 2. Personal Selling: Preparation and Process 3. Planning, Sales Forecasting and Budgeting 4. Management of Sales Territories and Quotas 5. Organising and Staffing the Sales force 6. Training, Motivating, Compensating, and Leading the Salesforce 7. Controlling the Sales force 8. Distribution Management and the Marketing Mix 9. Marketing Channels 10. Channel Institutions: Retailing 11. Channel Institutions: Wholesaling 12. Designing Channel Systems 13. Channel Management 14. Channel Information Systems 15. Market Logistics and Supply Chain Management 16. International Sales and Distribution Management 17. Sales Promotions Cases Index

Summary: The primary aim of the book is to provide students of management with a firm foundation for understanding all the main components of sales and distribution management. The book has a practical orientation, as it is written by authors who have worked as practicing managers mostly in sales and distribution and between them have over 60 yrs of industry experience. The book, therefore, is a useful resource to practicing professionals in industry, training and consultancy.

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Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	H.T. Parekh Library	GSB Collection	658.81 HAV (Browse shelf(Opens below))	Available		B205

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1. Introduction to Sales and Distribution Management
2. Personal Selling: Preparation and Process
3. Planning, Sales Forecasting and Budgeting
4. Management of Sales Territories and Quotas
5. Organising and Staffing the Sales force
6. Training, Motivating, Compensating, and Leading the Salesforce
7. Controlling the Sales force
8. Distribution Management and the Marketing Mix
9. Marketing Channels
10. Channel Institutions: Retailing
11. Channel Institutions: Wholesaling
12. Designing Channel Systems
13. Channel Management
14. Channel Information Systems
15. Market Logistics and Supply Chain Management
16. International Sales and Distribution Management
17. Sales Promotions
Cases
Index

The primary aim of the book is to provide students of management with a firm foundation for understanding all the main components of sales and distribution management. The book has a practical orientation, as it is written by authors who have worked as practicing managers mostly in sales and distribution and between them have over 60 yrs of industry experience. The book, therefore, is a useful resource to practicing professionals in industry, training and consultancy.

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