000			03103cam a2200373 i 4500
005			20241022162140.0
008			200316s2019 ii b 001 0 eng
010			_a 2019302696
020			_a9780199499045
020			_a0199499047
040			_aDLC _beng _erda _cAIMIT LIBRARY
042			_apcc
050	0	0	_aHF5438.4 _b.P354 2019
082			_23 _a658.81 _bPANT
100	1		_aPanda, Tapan K. _q(Tapan Kumar), _eauthor. _9182941
245	1	0	_aSales and distribution management / _cBy Tapan K. Panda, Sunil Sahadev.
250			_a3rd ed.
260			_aNew Delhi, India : _bOxford University Press, _c2019.
264		1	_aNew Delhi, India : _bOxford University Press, _c2019.
300			_axiii, 488 pages ; _c25 cm _bPB
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
500			_aThe 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
501			_aSales 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.
505			_aTable 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
650		0	_aSales management. _9182942
650		0	_aMarketing channels. _9182943
650		0	_aPhysical distribution of goods. _9182944
700	1		_aSahadev, Sunil. _eauthor. _9182945
906			_a7 _bcbc _corignew _d2 _encip _f20 _gy-gencatlg
942			_2ddc _cBK _e3rd _k658.81 PANT
999			_c231887 _d231887