Sales and distribution management / (Record no. 21694)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01786nam a22002177a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780199499045 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | English |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8 |
| Item number | PAN |
| 100 ## - MAIN ENTRY--AUTHOR NAME | |
| Author name | Panda, Tapan K. |
| 245 ## - TITLE STATEMENT | |
| Title | Sales and distribution management / |
| Statement of responsibility, etc | Tapan K. Panda, Sunil Sahadev. |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 3rd ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | New Delhi : |
| Name of publisher | Oxford University Press, |
| Year of publication | 2019. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | x, 698 pages : |
| Other physical details | illustrations ; |
| Dimensions | 25 cm |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 1. Introduction to sales management --<br/>2. Selling skills and selling strategies --<br/>3. selling process --<br/>4. Managing sales information --<br/>5. Sales organization --<br/>6. Management of sales territory --<br/>7. Management of sales quota --<br/>8. Recruitment and selection of the sales force --<br/>9. Training the sales force --<br/>10. Sales force motivation --<br/>11. Sales force compensation --<br/>12. Evaluation of the sales force --<br/>13. Distribution channel management --<br/>an introduction --<br/>14. Designing customer-oriented marketing channels --<br/>15. Customer-oriented logistics management --<br/>16. Managing channel member behaviour --<br/>17. Retail management --<br/>18. Managing the international channels of distribution. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | "Sales and Distribution Management is a composite and comprehensive textbook specially designed to meet the requirements of MBA students specialising in marketing. Users will find this book highly useful for its coverage of sales and sales force management, the sales organisation and territory management, designing a distribution system and distribution management - explained through caselets, diagrams, flowcharts and numerous examples from the Indian context."--Jacket. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Sales management. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Marketing channels. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Subject | Physical distribution of goods. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Author 2/ Editor | Sahadev, Sunil |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Bill Date | Full call number | Accession Number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Institute of Public Enterprise, Library | Institute of Public Enterprise, Library | S Campus | 04/19/2022 | Shah Book House | 26.03.2022 | 658.8 PAN | 46166 | 04/19/2022 | Books |
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