Sales and Distribution Management

Price: 699.00 INR

ISBN:

9780199499045

Publication date:

26/07/2019

Paperback

504 pages

Price: 699.00 INR

ISBN:

9780199499045

Publication date:

26/07/2019

Paperback

504 pages

Third Edition

Tapan K. Panda & Sunil Sahadev

Sales and Distribution Management in its third edition provides detailed discussions on the techniques and strategies used by marketers to deal with increasing competition in the market. With its application-oriented approach and new real-life cases, this book would be useful to marketing professionals besides students.

Rights:  World Rights

Third Edition

Tapan K. Panda & Sunil Sahadev

Description

The book has 22 chapters divided into 2 modules. • Module I Sales Management discusses the selling process, sales force automation, recruitment and selection of sales force, their training and compensation, and more. • Module II Distribution Management covers ways of designing customer-oriented marketing and logistics channels, channel information system, applications of e-commerce, and managing the international channels of distribution. Reviews The book is quite detailed with some relevant case studies. Table of contents provides adequate coverage. - Ramendra Singh, IIM Calcutta The Indian orientation is this title's major strength. - D. M. Sezhiyan, National Institute of Technology, Tiruchirappalli

Third Edition

Tapan K. Panda & Sunil Sahadev

Table of contents

Module I: Sales Management

  • Introduction to Sales Management
  • Selling Skills and Selling Strategies
  • The Selling Process
  • Managing Sales Information
  • Sales Force Automation
  • 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 & Evaluation
  • Sales Force Control 272
Module II: Distribution Management
  • Distribution Channel Management—An Introduction
  • Designing Customer-oriented Marketing Channels
  • Customer-oriented Logistics Management
  • E-commerce and Distribution Channel Management
  • Channel Information Systems
  • Managing Channel Member Behaviour
  • Managing Wholesalers and Franchisees
  • Retail Management
  • Managing the International Channels of Distribution

Third Edition

Tapan K. Panda & Sunil Sahadev

Features

  • A new chapter on E-commerce and Distribution Channel Management, which covers all aspects of online sales management and distribution channels
  • Classroom-tested case studies such as Ola, Flipkart, Amazon Go, Swiggy, etc. as well as relevant practical insights


  • Online Resources
    • Instructor’s manual
    • PowerPoint Slides

    Description

    The book has 22 chapters divided into 2 modules. • Module I Sales Management discusses the selling process, sales force automation, recruitment and selection of sales force, their training and compensation, and more. • Module II Distribution Management covers ways of designing customer-oriented marketing and logistics channels, channel information system, applications of e-commerce, and managing the international channels of distribution. Reviews The book is quite detailed with some relevant case studies. Table of contents provides adequate coverage. - Ramendra Singh, IIM Calcutta The Indian orientation is this title's major strength. - D. M. Sezhiyan, National Institute of Technology, Tiruchirappalli

    Read More

    Table of contents

    Module I: Sales Management

    • Introduction to Sales Management
    • Selling Skills and Selling Strategies
    • The Selling Process
    • Managing Sales Information
    • Sales Force Automation
    • 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 & Evaluation
    • Sales Force Control 272
    Module II: Distribution Management
    • Distribution Channel Management—An Introduction
    • Designing Customer-oriented Marketing Channels
    • Customer-oriented Logistics Management
    • E-commerce and Distribution Channel Management
    • Channel Information Systems
    • Managing Channel Member Behaviour
    • Managing Wholesalers and Franchisees
    • Retail Management
    • Managing the International Channels of Distribution

    Read More