Sales and Distribution Management: Decision, Strategies, and Cases (Sixth Edition)

Sales and Distribution Management, 6e provides insights toward delineating the areas in which sales managers make decisions, analyzing decision alternatives and criteria in the sales areas and providing cases as real-life examples of decision situations.Features1. All chapters have been modified keeping in mind the Indian perspective.2. Several recent and up-to-date examples on case studies have been included.3. 5 new chapters on Distribution Management emphasizing the role of channel partners, channel management, channel information systems, logistics and supply chain management have been included.Table of Contents1. Sales Management and the Business Enterprise2. Sales Management, Personal Selling and Salesmanship 3. Setting Personal-Selling Objectives4. Determining Sales-Related Marketing Policies5. Formulating Personal-Selling Strategy6. The Effective Sales Executive7. The Sales Organization8. Sales Department Relations9. Sales Personnel Management10.Recruitment and Selection 11. Sales Training12. Motivating Sales Personnel13. Compensating Sales Personnel14. Managing Expenses of Sales Personnel15. Sales Meeting and Sales Contests16. Controlling Sales Personnel: Evaluating and Supervising17. The Sales Budget18. Targets and Sales Management19. Sales Territories20. Sales Control and Cost Analysis21. Marketing Channels22. Managing the Channel Partners23. Channel Information Systems24. Logistics and Supply Chain Management25. International Sales and Channel ManagementCases Studies