Sales and distribution management / Tapan K. Panda, Sunil Sahadev
Material type:
TextPublisher: Oxford ; New York : Oxford University Press, c2005Description: x, 698 pages : illustrations ; 25 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780195673906 [hardbound]Subject(s): Sales Management | Marketing channels | Physical distribution of goodsDDC classification: Online resources: Publisher description | Item type | Current location | Call number | Status | Date due | Barcode |
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Book
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658.81 P19 2005 (Browse shelf) | Available | 3UCBL000015850 |
Includes bibliographical references and index.
Contents: Part A Sales management -- 1 Introduction to sales management -- 2 Selling skills and selling strategies -- 3 The selling process -- 4 Managing sells information -- 5 Sales organization -- 6 Management of sales territory -- 7 Management of sales quota -- 8 Recruitment and selection of the force -- 9 Training the sales force -- 10 Sales force motivation -- 11 Sales force compensation -- 12 Evaluation of the sales force -- Part B Distribution management -- 13 Distribution channel: management - an introduction -- 14 Designing customer - oriented marketing channels -- 15 Customer - oriented logistics management -- 16 Managing channel member behavior -- 17 Retail management -- 18 Managing the international channels of distribution
BSBA-Marketing Management
English
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