Sales And Distribution Management

Sales And Distribution Management (Paperback)

By Havaldar , Cavale Krishna , Vasant 
Publisher: Tata McGraw-Hill
Edition: Paperback
Edition Number: 1
Language: English
ISBN: 0070611904
EAN: 9780070611900
No. of Pages: 592
Publish Date: 2006
Binding: Paperback
Ships to India.


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

Learning objectives

Chapter Summary

Glossary of Key Terms

Conceptual Questions

Objective-Type Questions

Application Questions

Cases for Analysis

Comprehensive Cases

Review 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:


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


10.Introduction to Distribution Management

11.Marketing Channels

12.Channel Institutions


14.Channel Planning

15.Channel Management

16.Channel Information Systems

17.Market Logistics & Supply Chain Management

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Title: Sales And Distribution Management
Publisher: Tata McGraw-Hill
Author: Havaldar , Cavale Krishna , Vasant
Edition: Paperback
Edition Number: 1
Language: English
ISBN: 0070611904
EAN: 9780070611900
No. of Pages: 592
Publish Date: 2006
Binding: Paperback


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