Sales and Distribution Management


by Tapan K. Panda (Author), Sunil Sahadev (Author

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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. Reviews the book is quite detailed with some relevant case studies. Br>table of Contents provides adequate coverage. – Rajendra Singh, IIM Calcutta the Indian orientation is this title’s major strength.As well as relevant practical insights online resources The following resources are available to support the faculty using this text1. 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 controlĀ  14. Distribution channel management 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.

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