000 | 02382cam a2200409 a 4500 | ||
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001 | 17290379 | ||
003 | OSt | ||
005 | 20170323173750.0 | ||
008 | 120508s2012 ii a b 001 0 eng | ||
010 | _a 2011292808 | ||
020 | _a978125900875 [newsprint] | ||
040 |
_aDLC _cDLC |
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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 |
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300 |
_axxxv, 672 pages : _billustrations ; |
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336 |
_atext _2rdacontent |
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337 |
_aunmediated _2rdamedia |
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338 |
_avolume _2rdacarrier |
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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 |
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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 |
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942 |
_2ddc _cBK |
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998 |
_cjesstony[new] W/ SL _d06/20/2014 |
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998 |
_cida[checked and edited] _d07/27/2015 |
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999 |
_c146 _d146 |