Sales and Distribution Management
Price: 985.00 INR
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ISBN:
9780199499045
Publication date:
26/07/2019
Paperback
504 pages
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:
9780199499045
Publication date:
26/07/2019
Paperback
504 pages
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
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
Features
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 MoreTable 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
