000			02088nam a22002537a 4500
008			240423b |||||||| |||| 00| 0 eng d
020			_a9780199499045
040			_cTBS
041			_aeng
050			_aHF5438.4 _b.P354 2019
100			_aPanda, Tapan K. _q(Tapan Kumar) _923361 _eauthor
245			_aSales and distribution management _c/ Tapan K. Panda, Sunil Sahadev.
250			_aThird edition.
260			_aNew Delhi, India : Oxford University Press, 2019.
300			_a xiii, 488 pages : illustrations, graphs, tables (black and white) ; 25 cm.
504			_aIncludes bibliographical references and index.
505			_a1. 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.
520			_aSales 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.
650		0	_aSales management _9291
650		0	_aMarketing channels _95051
650		0	_aPhysical distribution of goods _923362
700			_aSahadev, Sunil _923363 _eauthor
942			_2lcc
999			_c4055 _d4055