TY  - BOOK
AU  - Havaldar, Krishna K. 
AU  -  Cavale,  Vasant M.
TI  - Sales and Distribution Management : : text and cases 
SN  - 9789352607730
U1  - 658.81 HAV(SAL)Ed3 
PY  - 2018///
CY  - Chennai 
PB  - McGraw Hill Education India Pvt Limited 
KW  - SALES MANAGEMENT
N1  - 1. Introduction to Sales Management
2. The Selling Process
3. Strategic Planning, Sales Strategy, Sales Forecasting and Budgeting
4. Management of Sales Territories and Quotas
5. Organizing and Staffing the Salesforce
6. Training, Motivating, Compensating, and Leading Salesforce
7. Controlling the Salesforce
8. Sales Promotion
9. Introduction to Distribution Management
10. Marketing Channels
11. Channel Institutions: Retailing
12. Channel Institutions: Wholesaling
13. Designing Channel Systems
14. Channel Management
15. Channel Information Systems
16. Market Logistics and Supply Chain Management
17. International Sales and Distribution Management
             Integrated Cases
ER  -