Havaldar, Krishna K,; Cavale Vasant <br/><br/>
Sales and distribution Management text and cases 

 - 2 
 - Delhi  Mc Graw Hill   2011 
 - XXXV, 672p  24 cm ; Pbk 
<br/><br/>Acknowledgements<br/>1. Introduction to Sales and Distribution Management<br/>2. Personal Selling: Preparation and Process<br/>3. Planning, Sales Forecasting and Budgeting<br/>4. Management of Sales Territories and Quotas<br/>5. Organising and Staffing the Sales force<br/>6. Training, Motivating, Compensating, and Leading the Salesforce<br/>7. Controlling the Sales force<br/>8. Distribution Management and the Marketing Mix<br/>9. Marketing Channels<br/>10. Channel Institutions: Retailing<br/>11. Channel Institutions: Wholesaling<br/>12. Designing Channel Systems<br/>13. Channel Management<br/>14. Channel Information Systems<br/>15. Market Logistics and Supply Chain Management<br/>16. International Sales and Distribution Management<br/>17. Sales Promotions<br/>Cases<br/>Index 
<br/><br/> he 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. 
<br/><br/><label>ISBN: </label>9780071077965 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Physical distribution of goods<br/>Sales Management
<br/><br/><label>Dewey Class. No.: </label>658.81 HAV