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Sales and distribution management / Tapan K. Panda, Sunil Sahadev.

By: Contributor(s): Material type: TextTextLanguage: English Publication details: New Delhi : Oxford University Press, c2012.Edition: 2nd edDescription: xviii, 728 p. : ill. ; 25 cmISBN:
  • 9780198077046 (pbk.)
Subject(s): DDC classification:
  • 658.81 22
LOC classification:
  • HF5438.4  .P36 2012
Online resources:
Contents:
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
Summary: 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.
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Holdings
Item type Current library Collection Shelving location Call number Copy number Status Date due Barcode
Books Books North South University Library Non-fiction General Stacks HF5438.4 .P36 2012 (Browse shelf(Opens below)) 1 Available 46581

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.

Management

Sumaiya Kainat Bintey Kohinoor

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