About the book

This textbook, in its latest edition, continues to capture the rapidly changing trends of the ever-dynamic subject area in an easily comprehensible manner. It focuses on explaining concepts with the help of latest examples and learning-outcome based text in all the chapters. It gives an exposure to key concepts, theories, and recent developments in sales and distribution, and illustrates their applicability in tackling the challenges in sales and distribution business.

Contents:

Section I: Sales Management

1.Introduction to Sales Management

2. The Selling Process

3. Strategic Planning, Sales Strategy, Sales Forecasting and Budgeting

4. Management of Sales Territories and Quotas

5. Organizing and Staffing the Salesforce

6. Training, Motivating, Compensating, and Leading Salesforce

7. Controlling the Salesforce

8. Sales Promotion

Section II: Distribution Management

9. Introduction to Distribution Management

10. Marketing Channels

11. Channel Institutions: Retailing

12. Channel Institutions: Wholesaling

13. Designing Channel Systems

14. Channel Management

15. Channel Information Systems

16. Market Logistics and Supply Chain Management

17. International Sales and Distribution Management

Case-chapter matrix for integrated cases

Integrated Cases