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Sales and distribution management / Tapan K. Panda, Sunil Sahadev.

By: Panda, Tapan KContributor(s): Sahadev, SunilMaterial type: TextTextLanguage: English Publisher: New Delhi : Oxford University Press, 2019Edition: 3rd edDescription: x, 698 pages : illustrations ; 25 cmISBN: 9780199499045Subject(s): Sales management | Marketing channels | Physical distribution of goodsDDC classification: 658.8
Contents:
1. Introduction to sales management -- 2. Selling skills and selling strategies -- 3. selling process -- 4. Managing sales information -- 5. Sales organization -- 6. Management of sales territory -- 7. Management of sales quota -- 8. Recruitment and selection of the sales force -- 9. Training the sales force -- 10. Sales force motivation -- 11. Sales force compensation -- 12. Evaluation of the sales force -- 13. Distribution channel management -- an introduction -- 14. Designing customer-oriented marketing channels -- 15. Customer-oriented logistics management -- 16. Managing channel member behaviour -- 17. Retail management -- 18. Managing the international channels of distribution.
Summary: "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.
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Books Institute of Public Enterprise, Library
S Campus 		658.8 PAN (Browse shelf) Available 46166

1. Introduction to sales management --
2. Selling skills and selling strategies --
3. selling process --
4. Managing sales information --
5. Sales organization --
6. Management of sales territory --
7. Management of sales quota --
8. Recruitment and selection of the sales force --
9. Training the sales force --
10. Sales force motivation --
11. Sales force compensation --
12. Evaluation of the sales force --
13. Distribution channel management --
an introduction --
14. Designing customer-oriented marketing channels --
15. Customer-oriented logistics management --
16. Managing channel member behaviour --
17. Retail management --
18. Managing the international channels of distribution.

"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.

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