000 01341nam a22002777a 4500
020 _a0198077041
_cRs.699.00
020 _a9780198077046
040 _aHCCL
041 _aeng
082 _a658.81
_bPAS
100 _aPanda, Tapan K.
245 _aSales and distribution management
_cby Tapan K. Panda and Sunil Sahadev
250 _a2nd ed.
260 _aNew Delhi
_bOxford University Press
_c2012
300 _axviii, 728p.
_b24.5 cm
500 _aIncludes index
505 _aIntroduction 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
650 _aMARKETING
650 _aSALES MANAGEMENT
650 _aDISTRIBUTION MANAGEMENT
700 _aSahadev, Sunil
942 _cBK
999 _c4467
_d4467