This book is designed to help students learn concepts of Sales and Distribution Management and how to apply solve business problems in real-life situations in their profession in sales and distribution area.
The marketing environment in the 21st century is dynamic and fast changing. The market is highly volatile of globalisation, rapid advancement of technology, changes in economies, higher standard of living and expectations of consumers − all these make selling and distribution function more and more challenging for marketers.
Therefore today`s sales and distribution executives must have thorough knowledge of marketing environments, consumer behaviour, distribution channel structures, logistical services, etc., and must be able to trade-off between cost and service levels and achieving their objectives with optimum levels of efficiency and productivity.
This book is organised into 19 chapters under three parts viz., 8 chapters under Part A − titled “Sales Management”, 9 chapters under Part B − titled “Distribution Management” and 2 chapters under Part C – titled – “Sales Distribution Management”.
The other pedagogical features of this book are: (i) Learning objectives, (ii) Chapter summary, (iii) Keywords Review questions and (v) Discussion questions. The other value additions are: (i) Glossary, (ii) Case analysis, Caselets and Case exercises and (iii) Subject.
The book is useful for students of MBA programme of any Indian University, opting for specialisation in − Marketing Management and also to students of post-graduate diploma courses in marketing management, retail management, supply chain management and the like.
Contents :
PART A : SALES MANAGEMENT
Chapter 1: Introduction to Sales Management
Chapter 2: Personal Selling and Salesmanship
Chapter 3: Sales Planning and Budgeting
Chapter 4: Organizing the Sales Force
Chapter 5: Sales Force Operations
Chapter 6: Directing Sales Force
Chapter 7: Controlling the Sales Effort
Chapter 8: Strategic Sales Force Management
PART B : DISTRIBUTION MANAGEMENT
Chapter 9: Introduction to Distribute Management
Chapter 10: Marketing Channels
Chapter 11: Channels Institutions − Retailing
Chapter 12: Channels Institutions − Wholesaling
Chapter 13: Designing Channel Systems
Chapter 14: Channel Management
Chapter 15: Channel Information Systems
Chapter 16: Marketing Logistics and Supply Chain Management
Chapter 17: Evaluating Channel Performance
PART C : SALES AND DISTRIBUTION MANAGEMENT
Chapter 18: International Sales and Distribution Management
Chapter 19: Ethical and Social Issues in Sales and Distribution Management
Case Analysis
Caselets
Case Excersies
Glossary
