Sales and Distribution Management

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

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

• 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