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Sales and Distribution Management


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  • ISBN13:9789332587090
  • ISBN10:9789332587090
  • Language:English
  • Author:Richard R Still, Edward W Cundiff, Norman A P Govoni & Sandeep Puri
  • Publisher:PEARSON INDIA
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Highlights

  • ISBN13:9789332587090
  • ISBN10:9789332587090
  • Language:English
  • Author:Richard R Still, Edward W Cundiff, Norman A P Govoni & Sandeep Puri
  • Publisher:PEARSON INDIA
  • Pages:617
  • Binding:Paperback
  • Year:2020
  • Edition:6
  • Edition Details:LATEST
  • BIS/ISI License number:NA
  • BIS/ISI required:NA
  • SUPC: SDL877165614

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Country of Origin or Manufacture or Assembly India
Common or Generic Name of the commodity Management Studies
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Description

Sales and Distribution Management, 6e provides insights toward delineating the areas in which sales managers make decisions, analyzing decision alternatives and criteria in the sales areas and providing cases as real-life examples of decision situations.Features1. All chapters have been modified keeping in mind the Indian perspective.2. Several recent and up-to-date examples on case studies have been included.3. 5 new chapters on Distribution Management emphasizing the role of partners, management, information systems, logistics and supply chain management have been included.Table of Contents1. Sales Management and the Business Enterprise2. Sales Management, Selling and Salesmanship 3. Setting -Selling Objectives4. Determining Sales-Related Marketing Policies5. Formulating -Selling Strategy6. The Effective Sales Executive7. The Sales Organization8. Sales Department Relations9. Sales Personnel Management10.Recruitment and Selection 11. Sales Training12. Motivating Sales Personnel13. Compensating Sales Personnel14. Managing Expenses of Sales Personnel15. Sales Meeting and Sales Contests16. Controlling Sales Personnel: Evaluatinannels22. Managing the Partners23. Information Systems24. Logistics and Supply Chain Management25. International Sales and ManagementCases Studies

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Sales and Distribution Management

Sales and Distribution Management

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