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Sales and Distribution Management by Tapan K. Panda and Sunil Sahadev

By: Panda, Tapan K.
Contributor(s): Sahadev, Sunil.
Material type: materialTypeLabelBookPublisher: New Delhi Oxford University Press 2017Edition: 2nd ed.Description: 728p.ISBN: 9780198077046.Subject(s): SalesDDC classification: 658.81
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Book Institute of Management
On Display
IMDIS 658.81 PAN (Browse shelf) Checked out 05/02/2018 M0033821
Total holds: 0

Part I: 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 (new)
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
13. Sales Force Control (new)
14. Evaluation of the Sales Force

Part II: Distribution Management
15. Distribution Channels
16. Appendix on rural distribution channels (new)
17. Designing Customer-oriented Marketing Channels
18. Customer-oriented Logistics
19. Channel Information Systems (new)
20. Managing Channel Member Behavior
21. Managing Wholesalers and franchisees (new)
22. Retail Management
23. Managing International Channels of Distribution

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