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Full Description
Sales & Distribution Management, intended for students of MBA specializing in marketing, undertakes detailed discussions to explain and analyze techniques, and strategies used by marketers to deal with the increasing competition. With the rapid changes in technology, sales and distribution management has become very critical for the success of any business enterprise.
The book is divided into 22 chapters and 2 modules. Module 1 focuses on Sales Management discussing the selling process, sales force automation, recruitment & selection of sales force, their training & compensation and more. Module 2 on Distribution Management covers ways of designing customer oriented marketing and logistics channels, channel information system, application of e-commerce and managing the international channels of distribution.
Besides students, the book with its application-oriented approach and new real life cases would also be useful to marketing professionals too.
Contents
PART A SALES MANAGEMENT
1. Introduction to Sales Management
2. Selling Skills and Selling Strategies
3. The Selling Process
4. Managing Sales Information
5. Sales Force Automation
6. Sales Organization
7. Management of Sales Territory
8. Management of Sales Quota
9. Recruitment and Selection of the Sales Force
10. Training the Sales Force
11. Sales Force Motivation
12. Sales Force Compensation and Evaluation
13. Sales Force Control
PART B DISTRIBUTION MANAGEMENT
14. Distribution Channel Management-An Introduction
15. Designing Customer-oriented Marketing Channels
16. Customer-oriented Logistics Management
17. E-commerce and Distribution Channel Management
18. Channel Information Systems
19. Managing Channel Member Behaviour
20. Managing Wholesalers and Franchisees
21. Retail Management
22. Managing the International Channels of Distribution
