Sales & Distribution Management

3rd Auflage
ISBN: 978-0-19-949904-5
Verlag: Oxford University Press, USA

Buch, Englisch, 520 Seiten, Format (B × H): 219 mm x 281 mm, Gewicht: 895 g

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.

Autoren/Hrsg.

Panda, Tapan

Sahadev, Sunil

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

- 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

Über Autor(innen)

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.