000 02382cam a2200409 a 4500
001 17290379
003 OSt
005 20170323173750.0
008 120508s2012 ii a b 001 0 eng
010 _a 2011292808
020 _a978125900875 [newsprint]
040 _aDLC
_cDLC
042 _apcc
082 0 4 _222
100 1 _aHavaldar, Krishna K.
245 1 0 _aSales and distribution management :
_btext and cases /
_cKrishna K. Havaldar & Vasant M. Cavale
250 _aSecond edition
260 _aNew Delhi, India :
_bTata McGraw Hill Education Private Limited,
_cc2012
300 _axxxv, 672 pages :
_billustrations ;
336 _atext
_2rdacontent
337 _aunmediated
_2rdamedia
338 _avolume
_2rdacarrier
504 _aIncludes bibliographical references and index
505 _aContent : 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
541 _aNBS-MANGO
_hP 875.00
_xChristopher Biore
_yBusiness and Accountancy
_zBSBA-Marketing Management
546 _aEnglish
650 0 _aSales management
650 0 _aMarketing channels
650 0 _aPhysical distribution of goods
700 1 _aCavale, Vasant M
906 _a7
_bcbc
_corignew
_d2
_encip
_f20
_gy-gencatlg
942 _2ddc
_cBK
998 _cjesstony[new] W/ SL
_d06/20/2014
998 _cida[checked and edited]
_d07/27/2015
999 _c146
_d146