TY  - BOOK
AU  - Havaldar,Krishna K.
AU  - Cavale,Vasant M
TI  - Sales and distribution management: text and cases 
SN  - 978125900875 [newsprint]
PY  - 2012///
CY  - New Delhi, India
PB  - Tata McGraw Hill Education Private Limited
KW  - Sales management
KW  - Marketing channels
KW  - Physical distribution of goods
N1  - 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
ER  -