Sales and Distribution Management, 2ed, An Indian Adaptation

It presents core concepts using a comprehensive pedagogical framework – featuring real-world case studies, illustrative examples, and innovative exercises – to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. In addition to thoroughly revising all chapters, this Indian edition features a set of six new chapters, focusing on distribution channels, retailing, wholesaling, distribution channel systems, logistics and supply chain management, and international sales and distribution management. Each chapter also incorporates an updated set of real business examples and cases situated in the Indian context. ·Introduction to Sales and Distribution Management and Its Evolving Roles · Managing Ethics in a Sales Environment · Customer Relationship Management (CRM) and Building Partnerships · The Selling Process · Sales Forecasting and Budgeting · Sales Force Planning and Organizing · Time and Territory Management · Recruiting and Selecting the Sales Force · Training the Sales Force · Sales Force Leadership · Sales Force Motivation · Sales Force Compensation · Sales Organization Audit and Sales Analytics · Sales Force Performance Evaluation · Distribution Channels: An Overview · Channel Management: Retailing · Channel Management: Wholesaling · Designing and Managing Distribution Channel System · Logistics and Supply Chain Management · International Sales and Distribution Management

Disclaimer:

• Sales and Distribution Management, 2ed, An Indian Adaptation book is not for reading online or for free download in PDF or eBook format.
• Table of Contents, Index, Syllabus, summary and image of Sales and Distribution Management, 2ed, An Indian Adaptation may be of a different edition or of the same title.
• Price can change due to reprinting, price change by publisher or sourcing cost change for imported books.