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Author:   Tapan Panda (Director at Kotler-Srinivasan Center for Excellence in Marketing and Director-PGPM, Great Lakes Institute of Management Studies, Chennai) ,  Sunil Sahadev (Lecturer in Marketing Management at the University of Sheffield, UK.)
Publisher:   OUP India
Imprint:   OUP India
Edition:   2nd Revised edition
Dimensions:   Width: 18.50cm , Height: 3.40cm , Length: 24.10cm
Weight:   1.096kg
ISBN:  

9780198077046

ISBN 10:   0198077041
Pages:   728
Publication Date:   December 2011
Audience:   College/higher education ,  Tertiary & Higher Education
Format:   Paperback
Publisher's Status:   Active
Availability:   Temporarily unavailable  
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Table of Contents

Part I: Sales ManagementIntroduction to Sales ManagementSelling Skills and Selling StrategiesThe Selling ProcessManaging Sales InformationSales Force Automation (new)Sales OrganizationManagement of Sales TerritoryManagement of Sales QuotaRecruitment and Selection of the Sales ForceTraining the Sales ForceSales Force MotivationSales Force CompensationSales Force Control (new)Evaluation of the Sales Force Part II: Distribution ManagementDistribution ChannelsAppendix on rural distribution channels (new)Designing Customer-oriented Marketing ChannelsCustomer-oriented LogisticsChannel Information Systems (new)Managing Channel Member BehaviourManaging Wholesalers and franchisees (new)Retail ManagementManaging International Channels of Distribution

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Author Information

Tapan Panda is presently Director at Kotler-Srinivasan Center for Excellence in Marketing and Director-PGPM, Great Lakes Institute of Management Studies, Chennai. He has more than fourteen years of teaching experience. Formerly he was a Professor in Marketing at Indian Institute of Management, Indore. Prof. Panda has also been a faculty member at Indian Institute of Management Lucknow and Indian Institute of Management Kozhikode. Sunil Sahadev is a Lecturer in Marketing Management at the University of Sheffield, UK. He was earlier Assistant Professor in Marketing, Indian Institute of Management, Kozhikode, and has over eight years of teaching experience in distribution channel management at the postgraduate level. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he is also a Member of the Board of Studies, University of Calicut, Kerala.

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