Sales And Distribution Management

Sales And Distribution Management by Ramendra Singh

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Book Summary:

The primary aim of the book is to provide students of management with a firm foundation for understanding all the main components of sales and distribution management. The book has a practical orientation, as it written by author who has worked as practicing manager mostly in sales and distribution. The book, therefore, is a useful resource to practicing professionals in industry, training and consultancy.

Audience of the Book :

This book Useful For Commerce And Management student.

Sailent Feature:

1. Coverage of all the topics that a sales/distribution manager needs to know in order to carry out his/her job effectively

2. The book has also an online simulation called ';Retail' ,which mimics the Indian distribution challenges in general trade as well as modern trade and has been explain in the simulation section 

3. Contains more than 50 classroom-tested cases from Indian as also international business organizations

4. Provides chapter-end quiz questions and project assignment and worksheets

5. Includes examples and boxed exhibits in key areas of sales and distribution management

Table of Contents:

1. An Introduction to Sales and Distribution Channel Management

2. Personal Selling

3. Sales Organization

4. Sales Technology

5. Sales Territory and Time Management

6. Sales Force Recruitment and Training

7. Sales Force Motivation and Compensation

8. Sales Force Productivity and Performance

9. Selling Ethics

10. Sales-Marketing Interfaces

11. Distribution Channel Design

12. Distribution Channel Power and Relationships

13. Trade Loyalty Programmes

14. Channel Economics

15. Retailing