This book would fulfill the need for a text that covers the concepts of sales and distribution management and their applications in day-to-day business. Integration of sales and distribution management functions is the underlying theme of the book, which recognizes the fact that today there is probably no sales manager who does not have distribution responsibilities as well. Also, the treatment amply reflects that these managers are empowered to coordinate sales and distribution functions to achieve the larger goals and objectives of their organisations.
To illustrate the concepts, examples have been cited from India as well as abroad, and from the consumer and industrial goods sectors. Many of these examples are from the rich experience of the authors as operating managers, consultants, and teachers.
With its treatment and coverage, the book would be useful to the students of MBA/ PGDM programs of autonomous institutions and universities. Practicing professionals working in the areas of sales and marketing management would find it a useful reference.Pedagogical Aids
Glossary of Key Terms
Cases for Analysis
Comprehensive CasesReview Excerpts:
I appreciate the practical approach, especially in chapters on personal selling and on international sales and distribution management. This will interest the beginners of sales to understand the intricacies of sales viz. sales knowledge, sales positions and skill sets required for sales. ?
Dr AM Sakkthivel, LIBA, Chennai.
Overall depth and breadth of the sample chapters are adequate. All cases are suitable and match with the topics of the chapters ?
Prof Soma Sur, NIMC, Kolkata
Table of Contents:
PART 1: SALES MANAGEMENT
1.Introduction to Sales Management
2.Personal Selling Process
3.Planning and Organizing Sales Force
4.Staffing the Sales Force
5.Training the Sales Force
6.Directing the Sales Force
7.Motivating and Leading The Sales Force
8.Controlling and Evaluation the Sales Force
9.Social, Ethical, and Legal Responsibilities
PART II: DISTRIBUTION MANAGEMENT
10.Introduction to Distribution Management
16.Channel Information Systems
17.Market Logistics & Supply Chain Management