Sales and distribution management
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New Delhi :
Tata McGraw-Hill ,
©2007
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| Subjects: |
Table of Contents:
- 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