Sales and Distribution Management
Price: 990.00 INR
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ISBN:
9780199499045
Publication date:
26/07/2019
Paperback
504 pages
Price: 990.00 INR
We sell our titles through other companies
Disclaimer :You will be redirected to a third party website.The sole responsibility of supplies, condition of the product, availability of stock, date of delivery, mode of payment will be as promised by the said third party only. Prices and specifications may vary from the OUP India site.
ISBN:
9780199499045
Publication date:
26/07/2019
Paperback
504 pages
Third Edition
Tapan K. Panda & Sunil Sahadev
- Written in a reader-friendly and easy to understand language to aid self-study.
- Meticulously revised and updated text as per the current requirements of Management students.
- Contains a new chapter on E-commerce and Distribution Channel Management which cover all aspects of online sales management and distribution channels.
- Provides readers with classroom-tested case studies such as Ola, Flipkart, Amazon Go, Swiggy, etc as well as relevant practical insights.
- Provides numerous chapter-end concept review questions, exercises with critical thinking elements, and classroom and field project assignments.
- Includes exhibits and examples in key areas of sales and distribution management.
Online Resources
- Instructor’s manual
- PowerPoint Slides
Rights: World Rights
Third Edition
Tapan K. Panda & Sunil Sahadev
Description
Sales & Distribution Management, intended for students of MBA specializing in marketing, undertakes detailed discussions to explain and analyze techniques, and strategies used by marketers to deal with the increasing competition. With the rapid changes in technology, sales and distribution management has become very critical for the success of any business enterprise.
The book is divided into 22 chapters and 2 modules. Module 1 focuses on Sales Management discussing the selling process, sales force automation, recruitment & selection of sales force, their training & compensation and more. Module 2 on Distribution Management covers ways of designing customer oriented marketing and logistics channels, channel information system, application of e-commerce and managing the international channels of distribution.
Besides students, the book with its application-oriented approach and new real life cases would also be useful to marketing professionals too.
About the author
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.
Third Edition
Tapan K. Panda & Sunil Sahadev
Table of contents
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
Third Edition
Tapan K. Panda & Sunil Sahadev
Description
Sales & Distribution Management, intended for students of MBA specializing in marketing, undertakes detailed discussions to explain and analyze techniques, and strategies used by marketers to deal with the increasing competition. With the rapid changes in technology, sales and distribution management has become very critical for the success of any business enterprise.
The book is divided into 22 chapters and 2 modules. Module 1 focuses on Sales Management discussing the selling process, sales force automation, recruitment & selection of sales force, their training & compensation and more. Module 2 on Distribution Management covers ways of designing customer oriented marketing and logistics channels, channel information system, application of e-commerce and managing the international channels of distribution.
Besides students, the book with its application-oriented approach and new real life cases would also be useful to marketing professionals too.
About the author
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.
Table of contents
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
Marketing (International Edition)
Paul Baines, Chris Fill, Sara Rosengren & Paolo Antonetti
Pradip Mallik
