000			01628nam a2200169Ia 4500
020			_a9780071077965
082			_a658.81 HAV
100			_aHavaldar, Krishna K,; Cavale Vasant
245			_aSales and distribution Management text and cases
250			_a2
260			_c2011 _bMc Graw Hill _aDelhi
300			_b24 cm ; Pbk _aXXXV, 672p
505			_aAcknowledgements 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
520			_ahe 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.
650			_aPhysical distribution of goods _aSales Management
942			_cBK
999			_c96794 _d96794