TY  - BOOK
AU  - Panda, Tapan K.
AU  - Sahadev, Sunil
TI  - Sales and distribution management 
SN  - 9780199499045
AV  - HF5438.4  .P354 2019
CY  - New Delhi, India : Oxford University Press, 2019.
KW  - Sales management
KW  - Marketing channels
KW  - Physical distribution of goods
N1  - 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
N2  - 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
ER  -