Panda, Tapan K ; Sahadev, Sunil <br/><br/>
Sales and distribution management 

 - 2 nd Ed. 
 - New Delhi  Oxford  2014 
 - xviii, 728 p.  24 cm 
<br/><br/> Gratis Rs.595/- 
<br/><br/>PART A SALES MANAGEMENT <br/> 1. Introduction to Sales Management <br/> 2. Selling Skills and Selling Strategies <br/> 3. The Selling Process <br/> 4. Managing Sales Information <br/> 5. Sales Force Automation <br/> 6. Sales Organization <br/> 7. Management of Sales Territory <br/> 8. Management of Sales Quota <br/> 9. Recruitment and Selection of the Sales Force <br/> 10. Training the Sales Force <br/> 11. Sales Force Motivation <br/> 12. Sales Force Compensation <br/> 13. Sales Force Control <br/> 14. Evaluation of the Sales Force <br/>PART B DISTRIBUTION MANAGEMENT <br/> 15. Distribution Channel Management-An Introduction <br/> 16. Designing Customer-oriented Marketing Channels <br/> 17. Customer-oriented Logistics Management <br/> 18. Channel Information Systems<br/> 19. Managing Channel Member Behaviour<br/> 20. Managing Wholesalers and Franchisees<br/> 21. Retail Management<br/> 22. Managing the International Channels of Distribution 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>978-0198077041 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Marketing Channels<br/>Physical distribution of goods<br/>Sales management
<br/><br/><label>Dewey Class. No.: </label>658.81 PAN