Sales and Distribution Management

An Integrative Approach
2. Auflage (Revised Auflage) 2020
ISBN: 978-93-5388-486-4
Verlag: SAGE Publications

Buch, Englisch, 416 Seiten, Format (B × H): 184 mm x 241 mm, Gewicht: 740 g

With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management.

The book covers key components of the subject with a practical perspective into the role of marketing, B2B selling, retail environment, channel decisions and management, sales force management and supply chain management.

Sales and Distribution Management will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which are synchronized to short-term and long-term selling orientation and are aligned with marketing decisions. The second edition of this bestselling title will be of immense value to students of management and professionals in the field.

Key Features:

• Focus on the core distinction between selling and marketing roles, and how to synchronize selling efforts with marketing goals

• Detailed description of the process of selling for B2B consumables and how companies can promote quality in B2B markets

• Textual content substantiated with appropriate examples and cases for classroom teaching and learning

• Activities and application-based practice questions in each chapter for self-assessment

Autoren/Hrsg.

Venugopal, Pingali

Fachgebiete

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

Inhaltsverzeichnis

Preface
Preface to the First Edition
Acknowledgements
Setting the Context
Marketing and Selling: The Conflict?
SECTION I. Marketing and Selling
Role of Marketing. Building Loyalty: Consumer Behaviour View
Selling During Different Stages of Consumer Behaviour
Integrating Pull and Push
B2B Selling for Consumables
Operationalization of the Selling Function
SECTION II. Shopping Environment
Economic Development and Shopping Environment
Retail Environment in India
SECTION III. Channel Decisions: Distribution Network of a Mobile Company
Channel Design
Channel Member Selection
Monitoring and Developing the Channel Members: The Missing Link
Channel Evaluation
Internet as an Alternate Channel
Channel Conflict: Consolidated Channel Management Cases
SECTION IV. Sales Management Decisions
Sales Force Recruitment/Socialization
Dyadic Sale: Selling Style and Service Orientation
Territory Design
Sales Force Targets
Sales Force Automation
SECTION V. Motivating Channel Partners and Salespeople
Channel Commitment
Sales Force Motivation
SECTION VI Supply Chain Management: SABMiller Revamps Supply Chain Management
Supply Chain Management
Inventory Management at Retail Level
Sustainable Distribution
Appendix
Augmenting the Marketing Product in Line with Marketing Process
Urban Orientation of Rural Consumers: Implication for Consumer Goods Distribution
E-Waste: Disposal Behaviour of ICT Products by Indian Households
References
Index

Über Autor(innen)

Venugopal, Pingali
Pingali Venugopal, Associate Director, XLRI, Center for Global Management and Responsible Leadership, and Professor (Marketing), has teaching, industry, consulting, and research experience in the Marketing function in the Indian context for over 33 years. He has done his Post Graduate Programme and Doctorate from the Indian Institute of Management, Ahmedabad. He has been a Marketing Faculty at XLRI, Jamshedpur, since 1994 and the Dean of the Institute from 2004 to 2010. He has also been a Visiting Faculty to leading institutes in India including the Indian Institutes of Management in Ahmedabad, Kolkata, Lucknow, and Indore and international institutes including American University of Armenia and Educatis University Switzerland. He has taught courses such as Marketing Management, Sales and Distribution Management, Agricultural Input Management, and Marketing Research at these institutes. Prior to joining academics, he has worked in Marketing Department of Coromandel Fertilisers and Nagarjuna Fertilisers and Chemicals Ltd for a period of 10 years. While at Coromandel, he was also involved in the launch of their cement brand.

Venugopal’s research and publication cover different marketing topics, and he has authored seven books covering the areas of marketing and Indian economy. His books Sales and Distribution Management: An Indian Perspective and Marketing Management: A Decision Making Approach have been adopted as texts in several business schools including the Indian Institutes of Management. On the invitation of Government of India, he prepared the report on Input Management, State of Indian Farmer—A Millennium study wherein he evaluated the impact of the policy measures on the Indian farmers from Independence to 2000. After the formation of Jharkhand, he was part of the steering committee of the Jharkhand Development Report prepared for the Planning Commission. As part of the report he also prepared the agricultural plan for the newly formed state. He is on the Board of Tata Metaliks, Advisor to Kerzon Consultants, and on the Academic Committee of National Institute like National Institute of Agricultural Extension Management, Hyderabad and National Institute of Technology, Jamshedpur. He has also been involved as an expert for programs conducted by some agri-business companies such as Zuari, UPL, and PI industries.