Sales and distribution management : text and cases / Krishna K. Havaldar & Vasant M. Cavale
Material type:
TextPublisher: New Delhi, India : Tata McGraw Hill Education Private Limited, c2012Edition: Second editionDescription: xxxv, 672 pages : illustrationsContent type: text Media type: unmediated Carrier type: volumeISBN: 978125900875 [newsprint]Subject(s): Sales management | Marketing channels | Physical distribution of goodsDDC classification: | Item type | Current location | Call number | Status | Date due | Barcode |
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Book
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658.81 H29 2012 (Browse shelf) | Available | 3UCBL000017137 |
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
NBS-MANGO P 875.00 BSBA-Marketing Management
English
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