TY  - BOOK
AU  - Havaldar, Krishna K,; Cavale Vasant
TI  - Sales and distribution Management text and cases
SN  - 9780071077965
U1  - 658.81 HAV 
PY  - 2011///
CY  - Delhi
PB  - Mc Graw Hill 
KW  - Physical distribution of goods
KW  - Sales Management
N1  - Acknowledgements
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
N2  - 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
ER  -