Sales and distribution management / by Tapan K. Panda and Sunil Sahadev
By: Panda, Tapan K.
Contributor(s): Sahadev, Sunil.
Material type:
TextPublisher: New Delhi : Oxford University Press, 2012.Edition: 2nd ed.Description: xviii, 728p. 24.5 cm.ISBN: 0198077041; 9780198077046.Subject(s): MARKETING | SALES MANAGEMENT | DISTRIBUTION MANAGEMENTDDC classification: 658.81 | Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
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Books
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HCC Seminar Library General Stacks | 658.81 PAS (Browse shelf(Opens below)) | 2016 | Available | 8100-9 | |
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Books
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HCC Seminar Library General Stacks | 658.81 PAS (Browse shelf(Opens below)) | 2016 | Available | 8101-9 |
Includes index
Introduction to sales management Selling skills and selling strategies The selling process Managing sales information Sales force automation Sales organization Management of sales quota Recruitment and selection of the sales force Training the sales force Sales force motivation Evaluation of the sales force Distribution channel management- an introduction Designing customer oriented marketing channels Customer oriented logistics management Channel information systems Managing channel member behaviour Managing wholesales and franchisees Retail management Managing the international channels of distribution
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