Sales and distribution management / Tapan K. Panda, Sunil Sahadev.

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