Sales and Distribution Management

Paperback | January 31, 2012

byTapan Panda, Sunil Sahadev

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The second edition of Sales and Distribution Management has been revised to reflect the changes in the business environment and the industry since the first edition was published. It has been updated with four new chapters on sales force automation, sales force control, channel informationsystems, and managing wholesalers and franchisees It provides in-depth coverage of four key components of sales and distribution management-sales and sales force management, the sales organization and territory management, distribution channel design and strategies for their management, and the impact of product innovation and technology onpractices of selling and distribution.The text includes classroom case studies as well as chapter-end concept review questions, critical thinking exercises, and project exercises.

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The second edition of Sales and Distribution Management has been revised to reflect the changes in the business environment and the industry since the first edition was published. It has been updated with four new chapters on sales force automation, sales force control, channel informationsystems, and managing wholesalers and franchise...

Tapan Panda is presently Director at Kotler-Srinivasan Center for Excellence in Marketing and Director-PGPM, Great Lakes Institute of Management Studies, Chennai. He has more than fourteen years of teaching experience. Formerly he was a Professor in Marketing at Indian Institute of Management, Indore. Prof. Panda has also been a facul...

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Format:PaperbackDimensions:728 pages, 9.84 × 7.48 × 0.01 inPublished:January 31, 2012Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0198077041

ISBN - 13:9780198077046

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Table of Contents

Part I: Sales Management1. Introduction to Sales Management2. Selling Skills and Selling Strategies3. The Selling Process4. Managing Sales Information5. Sales Force Automation (new)6. Sales Organization7. Management of Sales Territory8. Management of Sales Quota9. Recruitment and Selection of the Sales Force10. Training the Sales Force11. Sales Force Motivation12. Sales Force Compensation13. Sales Force Control (new)14. Evaluation of the Sales ForcePart II: Distribution Management15. Distribution ChannelsAppendix on rural distribution channels (new)16. Designing Customer-oriented Marketing Channels17. Customer-oriented Logistics18. Channel Information Systems (new)19. Managing Channel Member Behaviour20. Managing Wholesalers and franchisees (new)21. Retail Management22. Managing International Channels of Distribution