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Sales and distribution management

By:

Panda, Tapan K ; Sahadev, Sunil

Material type: Text

TextPublication details: New Delhi Oxford 2014Edition: 2 nd EdDescription: xviii, 728 p. 24 cmISBN:

978-0198077041

Subject(s):

Marketing Channels Physical distribution of goods Sales management

DDC classification:

658.81 PAN

Online resources:

Click here to access online

Contents:

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

Summary: 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.

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	H.T. Parekh Library	GSB Collection	658.81 PAN (Browse shelf(Opens below))	Available		B2185

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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.

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