Sales and distribution management Tapan K.Panda' Sunil Sahadev

By:

Panda, Tapan K

Contributor(s):

Sahadev, Sunil [auth.]

Material type: Text

TextLanguage: English Publication details: New Delhi Pearson c2019Edition: 3rd edDescription: 488p PBISBN:

9780199499045

Subject(s):

SALES MANAGEMENT

DDC classification:

658.81 PAN(SAL)Ed3

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Holdings
Item type	Current library	Collection	Call number	Vol info	Copy number	Status	Barcode
MBA - Masters on Business Administration	St. Xavier's University, Kolkata Lending Section		658.81 PAN(SAL)Ed3 (Browse shelf(Opens below))	S.X.U.K	1243	Available	M997
MBA - Masters on Business Administration	St. Xavier's University, Kolkata Lending Section		658.81 PAN(SAL)Ed3.C1 (Browse shelf(Opens below))	S.X.U.K	1244	Available	M998
MBA - Masters on Business Administration	St. Xavier's University, Kolkata Lending Section		658.81 PAN(SAL)Ed3.C2 (Browse shelf(Opens below))	S.X.U.K	1245	Available	M999
MBA - Masters on Business Administration	St. Xavier's University, Kolkata Lending Section		658.81 PAN(SAL)Ed3.C3 (Browse shelf(Opens below))	S.X.U.K	1246	Available	M1000
MBA Referance	St. Xavier's University, Kolkata Reference Section	Reference	R 658.81 PAN(SAL)Ed3 (Browse shelf(Opens below))	S.X.U.K	1247	Not For Loan	UM295

Total holds: 0

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Table of contents

Module I: Sales Management

Introduction to Sales Management
Selling Skills and Selling Strategies
The Selling Process
Managing Sales Information
Sales Force Automation
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 & Evaluation
Sales Force Control 272

Module II: Distribution Management

Distribution Channel Management—An Introduction
Designing Customer-oriented Marketing Channels
Customer-oriented Logistics Management
E-commerce and Distribution Channel Management
Channel Information Systems
Managing Channel Member Behavior
Managing Wholesalers and Franchisees
Retail Management
Managing the International Channels of Distribution

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