The book on Sales and Distribution Management to the students of Bachelor of Management Studies. This book is written on the lines of the Revised Syllabus prescribed by the University of Mumbai. Case studies have been included to enable the students to learn the application of marketing principles.
Contents –
1. Nature and Scope of Sales Management
2. Sales Organisation
3. Distribution Management
4. Integration of Marketing Sales and Distribution
5. Market Demand Analysis and Sales Forecasting
6. Sales Budget and Sales Quota
7. Sales Territory Management
8. Personal Selling
9. The Personal Selling Process
10. Consumer Selling and Organisational Selling
11. International Selling
12. Distribution Channel Management
13. Controlling the Sales Force
14. Ethics in Sales Management
15. Recent Trends in Sales and Distribution Management
Objective Type Questions
University Question Paper
Reference Book on Sales and Distribution Management
