000 01786nam a22002177a 4500
999 _c21694
_d21694
020 _a9780199499045
041 _aENG
082 _a658.8
_bPAN
100 _aPanda, Tapan K.
245 _aSales and distribution management /
_cTapan K. Panda, Sunil Sahadev.
250 _a3rd ed.
260 _aNew Delhi :
_bOxford University Press,
_c2019.
300 _ax, 698 pages :
_billustrations ;
_c25 cm
505 _a1. 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.
520 _a"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 _aSales management.
650 _aMarketing channels.
650 _aPhysical distribution of goods.
700 _aSahadev, Sunil
942 _2ddc
_cBK