Overview

Sales & Distribution Management, intended for students of MBA specializing in marketing, undertakes detailed discussions to explain and analyze techniques, and strategies used by marketers to deal with the increasing competition. With the rapid changes in technology, sales and distribution management has become very critical for the success of any business enterprise. The book is divided into 22 chapters and 2 modules. Module 1 focuses on Sales Management discussing the selling process, sales force automation, recruitment & selection of sales force, their training & compensation and more. Module 2 on Distribution Management covers ways of designing customer oriented marketing and logistics channels, channel information system, application of e-commerce and managing the international channels of distribution. Besides students, the book with its application-oriented approach and new real life cases would also be useful to marketing professionals too.

Full Product Details

Author:   Tapan K. Panda (Dean of Jindal Global Business School, Dean of Jindal Global Business School, O.P. Jindal Global University) ,  Sunil Sahadev (Senior Lecturer in Marketing Management, Senior Lecturer in Marketing Management, University of Sheffield)
Publisher:   OUP India
Imprint:   OUP India
Edition:   3rd Revised edition
Dimensions:   Width: 21.40cm , Height: 2.20cm , Length: 27.60cm
Weight:   0.898kg
ISBN:  

9780199499045

ISBN 10:   0199499047
Pages:   520
Publication Date:   08 August 2019
Audience:   College/higher education ,  Tertiary & Higher Education
Format:   Paperback
Publisher's Status:   Active
Availability:   To order  
Stock availability from the supplier is unknown. We will order it for you and ship this item to you once it is received by us.

Table of Contents

PART A SALES MANAGEMENT 1. Introduction to Sales Management 2. Selling Skills and Selling Strategies 3. The Selling Process 4. Managing Sales Information 5. Sales Force Automation 6. Sales Organization 7. Management of Sales Territory 8. Management of Sales Quota 9. Recruitment and Selection of the Sales Force 10. Training the Sales Force 11. Sales Force Motivation 12. Sales Force Compensation and Evaluation 13. Sales Force Control PART B DISTRIBUTION MANAGEMENT 14. Distribution Channel Management-An Introduction 15. Designing Customer-oriented Marketing Channels 16. Customer-oriented Logistics Management 17. E-commerce and Distribution Channel Management 18. Channel Information Systems 19. Managing Channel Member Behaviour 20. Managing Wholesalers and Franchisees 21. Retail Management 22. Managing the International Channels of Distribution

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Author Information

Tapan K. Panda is Dean, Jindal Global Business School (JGBS) at O.P. Jindal Global University (JGU). Prior to this, he was Dean & Professor of Marketing at School of Management, BML Munjal University. He has also been Director at Great Lakes Institute of Management, Chennai and a full time faculty in the area of marketing at Indian Institute of Management (IIM) Indore, Kozhikode and Lucknow. Sunil Sahadev is Senior Lecturer in Marketing Management at the University of Sheffield, UK. He was earlier Assistant Professor in Marketing, IIM Kozhikode. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he has over eight years of teaching experience in distribution channel management at the postgraduate level. He is actively involved in research and consultancy and has authored numerous papers published in international journals.

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