Sales and distribution management (Book, 2005) [WorldCat.org]
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Sales and distribution management

Author: Tapan K Panda; Sunil Sahadev
Publisher: Oxford ; New York : Oxford University Press, 2005.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"Sales and Distribution Management is a composite and comprehensive textbook specially designed to meet the requirements of MBA students specialising in marketing. Users will find this book highly useful for its coverage of sales and sales force management, the sales organisation and territory management, designing a distribution system and distribution management - explained through caselets, diagrams, flowcharts  Read more...
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Details

Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Tapan K Panda; Sunil Sahadev
ISBN: 0195673905 9780195673906
OCLC Number: 65302778
Description: x, 698 pages : illustrations ; 25 cm
Contents: 1. Introduction to sales management --
2. Selling skills and selling strategies --
3. selling process --
4. Managing sales information --
5. Sales organization --
6. Management of sales territory --
7. Management of sales quota --
8. Recruitment and selection of the sales force --
9. Training the sales force --
10. Sales force motivation --
11. Sales force compensation --
12. Evaluation of the sales force --
13. Distribution channel management --
an introduction --
14. Designing customer-oriented marketing channels --
15. Customer-oriented logistics management --
16. Managing channel member behaviour --
17. Retail management --
18. Managing the international channels of distribution.
Responsibility: Tapan K. Panda, Sunil Sahadev.
More information:

Abstract:

Intended for MBA students specialising in marketing, this book provides coverage of sales and sales force management, the sales organisation and territory management, designing a distribution system  Read more...

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