03103cam a2200373 i 4500 20241022162140.0 200316s2019 ii b 001 0 eng 2019302696 9780199499045 0199499047 DLC eng rda AIMIT LIBRARY pcc HF5438.4 .P354 2019 3 658.81 PANT Panda, Tapan K. (Tapan Kumar), author. 182941 Sales and distribution management / By Tapan K. Panda, Sunil Sahadev. 3rd ed. New Delhi, India : Oxford University Press, 2019. New Delhi, India : Oxford University Press, 2019. xiii, 488 pages ; 25 cm PB text txt rdacontent unmediated n rdamedia volume nc rdacarrier The book has 22 chapters divided into 2 modules. • Module I Sales Management discusses the selling process, sales force automation, recruitment and selection of sales force, their training and compensation, and more. • Module II Distribution Management covers ways of designing customer-oriented marketing and logistics channels, channel information system, applications of e-commerce, and managing the international channels of distribution. Reviews The book is quite detailed with some relevant case studies. Table of contents provides adequate coverage. - Ramendra Singh, IIM Calcutta The Indian orientation is this title's major strength. - D. M. Sezhiyan, National Institute of Technology, Tiruchirappalli Sales and Distribution Management in its third edition provides detailed discussions on the techniques and strategies used by marketers to deal with increasing competition in the market. With its application-oriented approach and new real-life cases, this book would be useful to marketing professionals besides students. 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 Behaviour Managing Wholesalers and Franchisees Retail Management Managing the International Channels of Distribution Sales management. 182942 Marketing channels. 182943 Physical distribution of goods. 182944 Sahadev, Sunil. author. 182945 7 cbc orignew 2 ncip 20 y-gencatlg ddc BK 3rd 658.81 PANT 231887 231887 0 0 ddc 0 0 MBA AIMIT AIMIT 2024-10-22 985.00 Bill no:4604; Bill dt:2024-10-19 4 658.81 PANT MBA14776 2026-05-23 00:00:00 2025-11-10 788.00 2024-10-22 BK 0 0 ddc 0 0 MBA AIMIT AIMIT 2024-10-22 985.00 Bill no:4604; Bill dt:2024-10-19 6 658.81 PANT MBA14777 2026-05-27 2026-04-27 16:32:39 2026-04-27 788.00 2024-10-22 BK 0 0 ddc 0 0 MBA AIMIT AIMIT 2024-10-22 985.00 Bill no:4604; Bill dt:2024-10-19 2 658.81 PANT MBA14778 2026-05-23 00:00:00 2025-07-26 788.00 2024-10-22 BK 0 0 ddc 0 3 MBA AIMIT AIMIT 2024-10-22 985.00 Bill no:4604; Bill dt:2024-10-19 0 658.81 PANT MBA14779 2025-07-21 00:00:00 788.00 2024-10-22 BK