Panda, Tapan K. <br/><br/>
Sales and distribution management / 
Tapan K. Panda, Sunil Sahadev. 
 - 2nd ed. 
 - New Delhi, India :  Oxford University Press,  2012. 
 - xviii, 728 p. :  ill. ;  25 cm. 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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 
<br/><br/><label>ISBN: </label>9780198077046 (pbk.) 
<br/><br/><label>LCCN: </label>2011292808 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.<br/>Marketing channels.<br/>Physical distribution of goods.
<br/><br/><label>Dewey Class. No.: </label>658.81  / PAN