Panda, Tapan K. (Tapan Kumar) creator author. Sahadev, Sunil. author. text bibliography ii New Delhi, India Oxford University Press 2019 3rd ed. monographic eng

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xiii, 488 pages ; 25 cm PB 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 By Tapan K. Panda, Sunil Sahadev. 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. Sales management Marketing channels Physical distribution of goods HF5438.4 .P354 2019 658.81 PANT 9780199499045 0199499047 2019302696 DLC 200316 20241022162140.0 eng