Sales & Distribution Management - Fourth Edition
Price: 985.00 INR
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ISBN:
9789367252802
Publication date:
24/12/2025
Paperback
488 pages
276x216mm
Price: 985.00 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:
9789367252802
Publication date:
24/12/2025
Paperback
488 pages
Tapan K. Panda and Sunil Sahadev
- Written in a user-friendly and easy to style to understand language to aid self-study. Meticulously revised and updated text
as per the current requirements of Management students. - Provides readers with classroom-tested case studies and practical insights such as on Ola, Nike, SAIL, Amazon Go, Meesho
and more. - New material on channel information system maintenance, Key retail metrics and more have been added.
- 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.
- Additional resources including chapter roadmap, interesting caselet with solution and discussion questions (based on the caselet), Short quiz, Critical thinking/description questions and more can be accessed through QR code that is placed at the top right corner of this page.
Rights: World Rights
Tapan K. Panda and Sunil Sahadev
Description
Sales & Distribution Management 4e, 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 Authors
Tapan K. Panda was formerly Dean, Jindal Global Business School (JGBS), O.P. Jindal Global University (JGU), Haryana. Prior to this, he was Professor of Marketing at Indian Institute of Management (IIM), Indore. Prof. Panda has also been a faculty member at IIM Lucknow and IIM Kozhikode. He has more than twenty one years of teaching experience. He is actively involved in research and consultancy and has authored several books as well as numerous papers published in international journals.
Sunil Sahadev is Professor at Sheffield Hallam University. He was earlier Professor of Marketing at the University of Salford, UK – prior to which he was Assistant Professor in Marketing, IIM Kozhikode. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he has over fifteen 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.
Tapan K. Panda and Sunil Sahadev
Table of contents
Module I: Sales Management
Chapter 1. Introduction to Sales Management
Chapter 2. Selling Skills and Selling Strategies
Chapter 3. The Selling Process
Chapter 4. Managing Sales Information
Chapter 5. Sales Force Automation
Chapter 6. Sales Organization
Chapter 7. Management of Sales Territory
Chapter 8. Management of Sales Quota
Chapter 9. Recruitment and Selection of the Sales Force
Chapter 10. Training the Sales Force
Chapter 11. Sales Force Motivation
Chapter 12. Sales Force Compensation & Evaluation
Chapter 13. Sales Force Control
Case Study 13.1: Too Many Meetings and Too Little Action?
Module II: Distribution Management
Chapter 14. Distribution Channel Management— An Introduction
Chapter 15. Designing Customer-oriented Marketing Channels
Chapter 16. Customer-oriented Logistics Management
Chapter 17. E-commerce and Distribution Channel Management
Chapter 18. Channel Information Systems
Chapter 19. Managing Channel Member Behaviour
Chapter 20. Managing Wholesalers and Franchisees
Chapter 21. Retail Management
Chapter 22. Managing the International Channels of Distribution
Case Study 22.1: Green Stone Leather Industries Ltd
Tapan K. Panda and Sunil Sahadev
Review
The text book is written in clear, simple English and is highly indigenous with lots of Indian examples and case studies. The module flow is continuous and smooth. – Dr R. Satish Kumar, IFIM Business School, Bangalore
It is extremely user friendly from the perspective of an average student. – Ms Pooja Kudesia, Jagan Institute of Management Studies, Jaipur
The book is comprehensive and covers almost all the topics taught in ‘Sales and Distribution Management’ at various B-schools. The book has been able to include application/practice part to a great extent besides all the theoretical concepts. – Dr Neeraj Pandey, National Institute of Industrial Engineering (NITIE) Mumbai
Table of contents provides adequate coverage. The book is quite detailed with some relevant case studies. – Ramendra Singh, IIM Calcutta
I liked the case studies associated with each chapter of the book. – Prof. Chitra Bagchi, Heritage Institute of Technology, Kolkata
The Indian orientation is this title’s major strength. – Prof. D. M. Sezhiyan, National Institute of Technology, Tiruchirappall
The Indianized context, Indian cases and examples and the simple language used is very beneficial for readers to understand the various concepts discussed in the book. – Dr. Pradeep Kautish, Institute of Management, Nirma University, Ahmedabad
The chapters provide good coverage, lots of diagrammatic explanations and case studies to aid in learning. – Dr. Qazi Asif Zameer, FORE School of Management, New Delhi
Tapan K. Panda and Sunil Sahadev
Description
Sales & Distribution Management 4e, 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 Authors
Tapan K. Panda was formerly Dean, Jindal Global Business School (JGBS), O.P. Jindal Global University (JGU), Haryana. Prior to this, he was Professor of Marketing at Indian Institute of Management (IIM), Indore. Prof. Panda has also been a faculty member at IIM Lucknow and IIM Kozhikode. He has more than twenty one years of teaching experience. He is actively involved in research and consultancy and has authored several books as well as numerous papers published in international journals.
Sunil Sahadev is Professor at Sheffield Hallam University. He was earlier Professor of Marketing at the University of Salford, UK – prior to which he was Assistant Professor in Marketing, IIM Kozhikode. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he has over fifteen 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
Module I: Sales Management
Chapter 1. Introduction to Sales Management
Chapter 2. Selling Skills and Selling Strategies
Chapter 3. The Selling Process
Chapter 4. Managing Sales Information
Chapter 5. Sales Force Automation
Chapter 6. Sales Organization
Chapter 7. Management of Sales Territory
Chapter 8. Management of Sales Quota
Chapter 9. Recruitment and Selection of the Sales Force
Chapter 10. Training the Sales Force
Chapter 11. Sales Force Motivation
Chapter 12. Sales Force Compensation & Evaluation
Chapter 13. Sales Force Control
Case Study 13.1: Too Many Meetings and Too Little Action?
Module II: Distribution Management
Chapter 14. Distribution Channel Management— An Introduction
Chapter 15. Designing Customer-oriented Marketing Channels
Chapter 16. Customer-oriented Logistics Management
Chapter 17. E-commerce and Distribution Channel Management
Chapter 18. Channel Information Systems
Chapter 19. Managing Channel Member Behaviour
Chapter 20. Managing Wholesalers and Franchisees
Chapter 21. Retail Management
Chapter 22. Managing the International Channels of Distribution
Case Study 22.1: Green Stone Leather Industries Ltd
Sales and Distribution Management
Tapan K. Panda & Sunil Sahadev
Marketing - International Edition
Paul Baines, Chris Fill, Sara Rosengren & Paolo Antonetti
Pradip Mallik
