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Full Description
The second edition of Sales and Distribution Management has been revised to reflect the changes in the business environment and the industry since the first edition was published. It has been updated with four new chapters on sales force automation, sales force control, channel information systems, and managing wholesalers and franchisees.
It provides in-depth coverage of four key components of sales and distribution management-sales and sales force management, the sales organization and territory management, distribution channel design and strategies for their management, and the impact of product innovation and technology on practices of selling and distribution.
The text includes classroom case studies as well as chapter-end concept review questions, critical thinking exercises, and project exercises.
Contents
PART I: SALES MANAGEMENT ; INTRODUCTION TO SALES MANAGEMENT ; SELLING SKILLS AND SELLING STRATEGIES ; THE SELLING PROCESS ; MANAGING SALES INFORMATION ; SALES FORCE AUTOMATION (NEW) ; SALES ORGANIZATION ; MANAGEMENT OF SALES TERRITORY ; MANAGEMENT OF SALES QUOTA ; RECRUITMENT AND SELECTION OF THE SALES FORCE ; TRAINING THE SALES FORCE ; SALES FORCE MOTIVATION ; SALES FORCE COMPENSATION ; SALES FORCE CONTROL (NEW) ; EVALUATION OF THE SALES FORCE ; PART II: DISTRIBUTION MANAGEMENT ; DISTRIBUTION CHANNELS ; APPENDIX ON RURAL DISTRIBUTION CHANNELS (NEW) ; DESIGNING CUSTOMER-ORIENTED MARKETING CHANNELS ; CUSTOMER-ORIENTED LOGISTICS ; CHANNEL INFORMATION SYSTEMS (NEW) ; MANAGING CHANNEL MEMBER BEHAVIOUR ; MANAGING WHOLESALERS AND FRANCHISEES (NEW) ; RETAIL MANAGEMENT ; MANAGING INTERNATIONAL CHANNELS OF DISTRIBUTION
