TY  - BOOK
AU  - Panda,Tapan K.
AU  - Sahadev,Sunil
TI  - Sales and distribution management
SN  - 9780198077046 (pbk.)
AV  - HF5438.4  .P36 2012
U1  - 658.81 22
PY  - 2012///
CY  - New Delhi
PB  - Oxford University Press
KW  - Sales management
KW  - Marketing channels
KW  - Physical distribution of goods
N1  - 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; Management
N2  - 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
UR  - https://www.worldcat.org/title/sales-and-distribution-management/oclc/785833592&referer=brief_results
ER  -