Sales & Distribution Management

Author： Jyoti; Amar  

Publisher： GenNext Publication‎

Publication year： 2009

E-ISBN: 9789385484186

P-ISBN(Paperback): 9789380222158

Subject： F713.56 market management

Keyword： 传记

Language： ENG

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Description

This volume is a comprehensive textbook specially designed to meet the requirements of management students specializing in sales and distribution. It highlights the major decision areas within sales and distribution and provides analytical models and approaches that will facilitate decision making. It gives an exposure to key concepts, theories and recent developments in sales and distribution and illustrates their applicability in tackling the challenges in business. Students shall find this book extremely useful for its treatment of the sales organization, sales management, territory management, designing a distribution system and distribution management.

Chapter

Cover

Title

Copyright

Contents

Preface

1. Introduction

2. Evolution of Sales Management

3. The Electronic Dimension

4. The Global Dimension

5. The State of the Art

6. Sales & Distibution in Practice

7. Key Concepts and Thinkers

8. Resources

9. Significance of Communication

10. Sales Planning

11. Time Management, Territory Planning and Sales Forecasting

12. Recruiting

13. Building the Environment for Motivation

14. Training, Coaching, and Counselling

15. Steps in Becoming a True Leader

16. Sales Promotion

17. Retail Selling

Bibliography

Index

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