Sales and distribution management by Tapan K. Panda, Sunil Sahadev
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TextPublication details: New Delhi, India : Oxford University Press, 2012.Description: x, 698 pISBN: - 9780195673906
- 22 658.81 PAN
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Learning Resource Centre | 658.81 PAN (Browse shelf(Opens below)) | Available | 15629 |
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| 658.81 PAN Sales and distribution management / | 658.81 PAN Sales and distribution management / | 658.81 PAN Sales and distribution management / | 658.81 PAN Sales and distribution management | 658.81 RAN Discovering the joy of selling : | 658.81 SAN The giants of sales : | 658.81 SPI Management of a sales force |
Part A: Sales Management -- Introductin 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 -- Sales force control -- Evaluation of the sales force -- Part B: Distribution management -- Distribution channel management: an introduction -- Designing customer-oriented marketing channels -- Customer-oriented logistics management -- Channel information systems -- Managing channel member behaviour -- Managing wholesalers and franchisees -- Retail management -- Managing the international channels of distribution -- Index -- About the authors
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