The third edition of Sales and Distribution Management is a comprehensive textbook, which has been updated and enlarged with new chapters. Specially designed to meet the requirements of management students specializing in sales and marketing, it gives a balanced presentation of the concepts of sales and distribution through examples and cases.
The third edition of Sales and Distribution Management is a comprehensive textbook, which has been updated and enlarged with new chapters. Specially designed to meet the requirements of management students specializing in sales and marketing, it gives a balanced presentation of the concepts of sales and distribution through examples and cases.
Tapan K. Panda is Dean, Jindal Global Business School (JGBS) at O.P. Jindal Global University (JGU). Prior to this, he was Dean & Professor of Marketing at School of Management, BML Munjal University. He has also been Director at Great Lakes Institute of Management, Chennai and a full time faculty in the area of marketing at Indian Institute of Management (IIM) Indore, Kozhikode and Lucknow. Sunil Sahadev is Senior Lecturer in Marketing Management at the University of Sheffield, UK. He was earlier Assistant Professor in Marketing, IIM Kozhikode. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he has over eight years of teaching experience in distribution channel management at the postgraduate level. He is actively involved in research and consultancy and has authored numerous papers published in international journals.
Inhaltsangabe
PART A SALES MANAGEMENT 1. Introduction to Sales Management 2. Selling Skills and Selling Strategies 3. The Selling Process 4. Managing Sales Information 5. Sales Force Automation 6. Sales Organization 7. Management of Sales Territory 8. Management of Sales Quota 9. Recruitment and Selection of the Sales Force 10. Training the Sales Force 11. Sales Force Motivation 12. Sales Force Compensation and Evaluation 13. Sales Force Control PART B DISTRIBUTION MANAGEMENT 14. Distribution Channel Management-An Introduction 15. Designing Customer-oriented Marketing Channels 16. Customer-oriented Logistics Management 17. E-commerce and Distribution Channel Management 18. Channel Information Systems 19. Managing Channel Member Behaviour 20. Managing Wholesalers and Franchisees 21. Retail Management 22. Managing the International Channels of Distribution
PART A SALES MANAGEMENT 1. Introduction to Sales Management 2. Selling Skills and Selling Strategies 3. The Selling Process 4. Managing Sales Information 5. Sales Force Automation 6. Sales Organization 7. Management of Sales Territory 8. Management of Sales Quota 9. Recruitment and Selection of the Sales Force 10. Training the Sales Force 11. Sales Force Motivation 12. Sales Force Compensation and Evaluation 13. Sales Force Control PART B DISTRIBUTION MANAGEMENT 14. Distribution Channel Management-An Introduction 15. Designing Customer-oriented Marketing Channels 16. Customer-oriented Logistics Management 17. E-commerce and Distribution Channel Management 18. Channel Information Systems 19. Managing Channel Member Behaviour 20. Managing Wholesalers and Franchisees 21. Retail Management 22. Managing the International Channels of Distribution
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