Table of Contents: Sales and distribution management

Bibliographic Details
Main Author:	Panda, Tapan K.
Other Authors:	Sahadev, Sunil
Format:	Book
Language:	English
Published:	New Delhi Oxford University Press 2012
Edition:	2nd ed.
Subjects:	MARKETING SALES MANAGEMENT DISTRIBUTION MANAGEMENT

Table of Contents:

Introduction to sales management Selling skills and selling strategies The selling process Managing sales information Sales force automation Sales organization Management of sales quota Recruitment and selection of the sales force Training the sales force Sales force motivation Evaluation of the sales force Distribution channel management- an introduction Designing customer oriented marketing channels Customer oriented logistics management Channel information systems Managing channel member behaviour Managing wholesales and franchisees Retail management Managing the international channels of distribution