Sales and distribution management
Panda, Tapan K.
Sales and distribution management / Tapan K. Panda, Sunil Sahadev. - Third edition. - New Delhi, India : Oxford University Press, 2019. - xiii, 488 pages : illustrations, graphs, tables (black and white) ; 25 cm.
Includes bibliographical references and index.
1. Introduction to sales management — 2. Selling skills and selling strategies — 3. The selling process — 4. Managing sales information — 5. Sales force automation — 6. Sales organization — 7. Management of sales territory — 8. Management of sales quota — 9. Recruitment and selection of the sales force — 10. Training the sales force — 11. Sales force motivation — 12. Sales force compensation & evaluation — 13. Sales force control 272 — pt. 2. Distribution management — 14. Distribution channel management—an introduction — 15. Designing customer-oriented marketing channels — 16. Customer-oriented logistics management — 17. E-commerce and distribution channel management — 18. Channel information systems — 19. Managing channel member behaviour — 20. Managing wholesalers and franchisees — 21. Retail management — 22. Managing the international channels of distribution.
Sales and Distribution Management in its third edition provides detailed discussions on the techniques and strategies used by marketers to deal with increasing competition in the market. With its application-oriented approach and new real-life cases, this book would be useful to marketing professionals besides students.
9780199499045
Sales management
Marketing channels
Physical distribution of goods
HF5438.4 / .P354 2019
Sales and distribution management / Tapan K. Panda, Sunil Sahadev. - Third edition. - New Delhi, India : Oxford University Press, 2019. - xiii, 488 pages : illustrations, graphs, tables (black and white) ; 25 cm.
Includes bibliographical references and index.
1. Introduction to sales management — 2. Selling skills and selling strategies — 3. The selling process — 4. Managing sales information — 5. Sales force automation — 6. Sales organization — 7. Management of sales territory — 8. Management of sales quota — 9. Recruitment and selection of the sales force — 10. Training the sales force — 11. Sales force motivation — 12. Sales force compensation & evaluation — 13. Sales force control 272 — pt. 2. Distribution management — 14. Distribution channel management—an introduction — 15. Designing customer-oriented marketing channels — 16. Customer-oriented logistics management — 17. E-commerce and distribution channel management — 18. Channel information systems — 19. Managing channel member behaviour — 20. Managing wholesalers and franchisees — 21. Retail management — 22. Managing the international channels of distribution.
Sales and Distribution Management in its third edition provides detailed discussions on the techniques and strategies used by marketers to deal with increasing competition in the market. With its application-oriented approach and new real-life cases, this book would be useful to marketing professionals besides students.
9780199499045
Sales management
Marketing channels
Physical distribution of goods
HF5438.4 / .P354 2019
