TY  - BOOK
AU  - Panda, Tapan K ; Sahadev, Sunil
TI  - Sales and distribution management
SN  - 978-0198077041
U1  - 658.81 PAN  
PY  - 2014///
CY  - New Delhi
PB  - Oxford
KW  - Marketing Channels
KW  - Physical distribution of goods
KW  - Sales management
N1  - 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
N2  - 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
UR  - https://india.oup.com/product/sales-and-distribution-management-9780198077046?searchbox_input=%22%20Panda,%20Tapan%20K%20;%20Sahadev,%20Sunil%22
ER  -