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00000cam a2200000 7i4500 |
| 001 |
0000053049 |
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20161102093000.0 |
| 008 |
070910s2007 ii eng |
| 020 |
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|a 0070611904
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| 020 |
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|a 9780070611900
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| 090 |
0 |
0 |
|a HF5415
|b .H29 2007
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| 100 |
1 |
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|a Havaldar, Krishna K. ,
|e author
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| 245 |
1 |
0 |
|a Sales and distribution management
|c Krishna K. Havaldar, Vasant M. Cavale
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| 260 |
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|a New Delhi :
|b Tata McGraw-Hill ,
|c ©2007
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| 300 |
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|a 1 v. (various pagings) :
|b ill. ;
|c 24cm.
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| 504 |
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|a Includes bibliographical references and index
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| 505 |
0 |
0 |
|a 1. Introduction to sales and distribution management -- 2. Personal selling: preparation and process -- 3. Planning, sales forecasting and budgeting -- 4. Management of sales territories and quotas -- 5. Organising and staffing the salesforce -- 6. Training, motivating, compensating, and leading the salesforce -- 7. Controlling the salesforce -- 8. Distribution management and marketing mix -- 9. Marketing channels -- 10. Channel institutions--retailing -- 11. Channel institutions--wholesaling -- 12. Designing channel systems -- 13. Channel management -- 14. Channel information systems -- 15. Market logistics and supply chain management -- 16. International sales and distribution management -- Case-chapter matrix for integrated cases
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| 650 |
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0 |
|a Physical distribution of goods
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| 650 |
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0 |
|a Sales management
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| 700 |
1 |
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|a Cavale, Vasant M. ,
|e author
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| 999 |
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|a 1000113348
|b Book
|c OPEN SHELF (30 DAYS)
|e Gong Badak Campus
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