About the book

Sales & Distribution Management, intended for students of MBA specializing in marketing, undertakes detailed discussions to explain and analyze techniques, and strategies used by marketers to deal with the increasing competition. With the rapid changes in technology, sales and distribution management has become very critical for the success of any business enterprise.

The book is divided into 22 chapters and 2 modules. Module 1 focuses on Sales Management discussing the selling process, sales force automation, recruitment & selection of sales force, their training & compensation and more. Module 2 on Distribution Management covers ways of designing customer oriented marketing and logistics channels, channel information system, application of e-commerce and managing the international channels of distribution.

Contents:

PART A SALES MANAGEMENT

1. Introduction to Sales Management

2. Selling Skills and Selling Strategies

3. The Selling Process

4. Managing Sales Information

5. Sales Force Automation

6. Sales Organization

7. Management of Sales Territory

8. Management of Sales Quota

9. Recruitment and Selection of the Sales Force

10. Training the Sales Force

11. Sales Force Motivation

12. Sales Force Compensation and Evaluation

13. Sales Force Control

PART B DISTRIBUTION MANAGEMENT

14. Distribution Channel Management-An Introduction

15. Designing Customer-oriented Marketing Channels

16. Customer-oriented Logistics Management

17. E-commerce and Distribution Channel Management

18. Channel Information Systems

19. Managing Channel Member Behaviour

20. Managing Wholesalers and Franchisees

21. Retail Management

22. Managing the International Channels of Distribution