TY  - BOOK
AU  - Panda,Tapan K.
AU  - Sahadev,Sunil
TI  - Sales and distribution management
SN  - 9780198077046 (pbk.)
U1  - 658.81 22
PY  - 2012///
CY  - New Delhi, India
PB  - Oxford University Press
KW  - Sales management
KW  - Marketing channels
KW  - Physical distribution of goods
N1  - Includes bibliographical references and index; 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
ER  -