Sales And Distribution Management

Paperback | March 2, 2006

byTapan K. Panda, Sunil Sahadev

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Sales and Distribution Management is a composite and comprehensive textbook specially designed to meet the requirements of MBA students specialising in marketing.Users shall find this book highly useful for its coverage of sales and sales force management, the sales organization and territory management, designing a distribution system and distribution management - explained through corselets, diagrams, flowcharts and numerous examples from the Indiancontext.

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Sales and Distribution Management is a composite and comprehensive textbook specially designed to meet the requirements of MBA students specialising in marketing.Users shall find this book highly useful for its coverage of sales and sales force management, the sales organization and territory management, designing a distribution system...

Tapan K. Panda , Professor in Marketing Indian Institute of Managemant, Indore, has more than fourteen years of teaching experience, of which three years were spent as faculty at the Indian Institute of Management Lucknow. Formerly a faculty of marketing at the Institute of Management Kozhikode, he is active in research and consultancy...

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Format:PaperbackDimensions:698 pages, 9.45 × 7.24 × 1.26 inPublished:March 2, 2006Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0195673905

ISBN - 13:9780195673906

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Table of Contents

PrefaceIntroduction to Sales ManagementSelling Skills and Sales StrategiesThe Selling ProcessManaging Sales InformationSales OrganizationManagement of Sales TerritoryManagement of Sales QuotaRecruitment and Selection of the Sales Force - Sales Force MotivationSales Force CompensationEvaluation of the Sales ForceDistribution Channel Management - an Introduction Designing Customer-oriented Marketing ChannelsCustomer-oriented Logistics ManagementManaging Channel Member Behaviour Retail Management - Managing the International Channels of DistributionIndex