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Panda, Tapan K.

Sales and distribution management / Tapan K. Panda, Sunil Sahadev. - 2nd ed. - New Delhi : Oxford University Press, c2012. - xviii, 728 p. : ill. ; 25 cm.

Includes bibliographical references and index.

PART I: SALES MANAGEMENT ; INTRODUCTION TO SALES MANAGEMENT ; SELLING SKILLS AND SELLING STRATEGIES ; THE SELLING PROCESS ; MANAGING SALES INFORMATION ; SALES FORCE AUTOMATION (NEW) ; SALES ORGANIZATION ; MANAGEMENT OF SALES TERRITORY ; MANAGEMENT OF SALES QUOTA ; RECRUITMENT AND SELECTION OF THE SALES FORCE ; TRAINING THE SALES FORCE ; SALES FORCE MOTIVATION ; SALES FORCE COMPENSATION ; SALES FORCE CONTROL (NEW) ; EVALUATION OF THE SALES FORCE ; PART II: DISTRIBUTION MANAGEMENT ; DISTRIBUTION CHANNELS ; APPENDIX ON RURAL DISTRIBUTION CHANNELS (NEW) ; DESIGNING CUSTOMER-ORIENTED MARKETING CHANNELS ; CUSTOMER-ORIENTED LOGISTICS ; CHANNEL INFORMATION SYSTEMS (NEW) ; MANAGING CHANNEL MEMBER BEHAVIOUR ; MANAGING WHOLESALERS AND FRANCHISEES (NEW) ; RETAIL MANAGEMENT ; MANAGING INTERNATIONAL CHANNELS OF DISTRIBUTION

Sales and Distribution Management 2e has been specially designed to meet the requirements of MBA students specializing in Marketing. It is one of the earliest Indian titles that provide coverage of both sales and distribution.



ISBN: 9780198077046 (pbk.)

Subjects--Topical Terms:
Sales management.
Marketing channels.
Physical distribution of goods.

LC Class. No.: HF5438.4 / .P36 2012

Dewey Class. No.: 658.81