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Sales & Distribution Management
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Sales & Distribution Management

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Sales & Distribution Management

A Nag

Published by Tata Mcgraw Hill Publishing Co Ltd | Language - English | Binding - Paper Back

Average Rating (234 Customers)

` 610 (8% off) ` 561

+ The price is inclusive of GST.
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Description

About the Book: Sales and Distribution Management

This textbook, with its focused and precise approach, discusses all the important topics in sales and distribution management. It explains sales and distribution as integrated functions in marketing, under the following major headings: perspectives on sales management; the selling job and its challenges;

distribution management; performance, motivation and training; success in selling, guides to sales people, lessons from sales superstars.

Contents:

PART A

SECTION ONE: UNDERSTANDING SALES MANAGEMENT

Ch. 1: The Perspective for Sales Management

Ch. 2: The Selling Job

Ch. 3: The Sales Management Job

Ch. 4: Consumer versus Organizational Selling

Ch. 5 Sales Managers and Salespersons: Roles, Types and Characteristics

SECTION TWO: SELLING THE JOB AND THE CHALLENGES

Ch. 6: Market Analysis and Sales Forecasting

Ch. 7: Selling Skills and Strategies

Ch. 8: Personal Selling

Ch. 9: Selling on Internet

Ch. 10: Closing a Sale

Ch. 11: Organizing and Managing the Sales Force

SECTION THREE: DISTRIBUTION MANAGEMENT

Ch. 12: Distribution: Role, Management and Strategy

Ch. 13: Management of Distribution Channel

Ch. 14: Retailing Management

Ch. 15: Management of Distributors and Wholesalers

SECTION FOUR: PERFORMANCE, MOTIVATION, TRAINING

Ch. 16: Standards, Performance, Productivity

Ch. 17: Motivation, Compensation, Training

SECTION FIVE: GUIDES TO SALESPERSON

Ch. 18: Guiding salesperson to success

Ch. 19: Lessons from International Sales Superstars

SECTION SIX: EVALUATION OF SALES MANAGEMENT

Ch. 20: Evaluation and Control of Sales Management

About the Author: A. Nag

A NAG, Marketing Consultant and Visiting Faculty, Former Director, (Research and Consultancy), Institute of Marketing and Management, New Delhi

Details

Book: Sales & Distribution Management
Author:
ISBN-13: 9781259026546
Product Code EBK0376496
Binding: Paper Back
Publishing Date: 2013-07-01
Publisher: Tata Mcgraw Hill Publishing Co Ltd
Number of Pages: 552
Language: English

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