Havaldar, Krishna K.

Sales and distribution management : text and cases / Krishna K. Havaldar & Vasant M. Cavale - Second edition - New Delhi, India : Tata McGraw Hill Education Private Limited, c2012 - xxxv, 672 pages : illustrations ;

Includes bibliographical references and index

Content : About the authors -- Preface to the second edition -- Preface to the first edition -- Acknowledgments -- Brief content -- Chapter 1 Introduction to sales and distribution management -- Chapter 2 Personal selling : Preparation and process -- Chapter 3 Planning, sales forecasting and budgeting -- Chapter 4 Management of sales territories and quotes -- Chapter 5 Organizing and staffing the salesforce -- Chapter 6 Training, motivating, compensating and leading the salesforce -- Chapter 7 Controlling the salesforce -- Chapter 8 Distridution management and the marketing mix -- Chapter 9 Marketing channels -- Chapter 10 Channel institutions : retailing -- Chapter 11 Channel institutions : Wholesaling -- Chapter 12 Designing channel system -- Chapter 13 Channel management -- Chapter 14 Channel information systems -- Chapter 15 Market logistics and supply chain management -- Chapter 16 International sales and distribution management -- Chapter 17 Sales promotions -- Includes cases 1 - 13


English

978125900875 [newsprint]

2011292808


Sales management
Marketing channels
Physical distribution of goods


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