Sales and Distribution Management: Decisions, Strategies, and Cases

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NPR 1,174.00


Sales and Distribution Management: Decisions, Strategies, and Cases

The seventh edition of the book builds on the strengths of the sixth edition – which was aimed toward accomplishing three objectives

NPR 1,174.00 1174.0 NPR NPR 1,304.00

NPR 1,304.00


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Sales and Distribution Management: Decisions, Strategies, and Cases

The seventh edition of the book builds on the strengths of the sixth edition – which was aimed toward accomplishing three objectives –

  • To delineate the areas in which sales managers make decisions;
  • To analyze decision alternatives and criteria in these areas; and
  • To provide cases as real-world illustrations of decision situations.

These objectives will be accomplished if readers understand the sales manager’s functions in diverse circumstances. 

Part I: Personal Selling And Marketing Strategy: 

1. Sales Management and the Business Enterprise 

2. Sales Management, Personal Selling, and Salesmanship 

3. Setting Personal-Selling Objectives 

4. Determining Sales-Related Marketing Policies 

5. Formulating Personal-Selling Strategy Cases for Part I

Part II: Organizing The Sales Effort:

6. The Effective Sales Executive 

7. The Sales Organization 

8. Sales Department Relations Cases for Part II

Part III: Sales Force Management:

9. Sales Personnel Management 

10. Recruitment and Selection 

11. Sales Training 

12. Motivating Sales Personnel 

13. Compensating Sales Personnel 

14. Managing Expenses of Sales Personnel 

15. Sales Meetings and Sales Contests 

16. Controlling Sales Personnel: Evaluating and Supervising Cases for Part III

Part IV: Controlling The Sales Effort:

17. The Sales Budget 

18. Targets and Sales Management 

19. Sales Territories 

20. Sales Control and Cost Analysis Cases for Part IV

Part V: Distribution Management:

21. Marketing Channels 

22. Managing the Channel Partners 

23. Channel Information Systems 

24. Logistics and Supply Chain Management 

25. International Sales and Channel Management Cases for Part V

This edition focuses on post-pandemic sales and distribution management. The main perspective is that of the sales executive as a participant in the marketing management team. Sales managers participate in and sometimes are primarily or jointly accountable for formulating strategies for the product line, pricing, physical distribution, marketing channels, and promotion. However, their focus and primary responsibility consist of managing sales personnel and maintaining relationships with key accounts and distributive organizations.

Features:
  • All chapters have been modified keeping the Indian perspective in mind.
  • Inclusion of recent data in cases and examples to support the text.
  • Addition of new text emphasizing topics such as prescriptive selling approach, usage of analytics in sales forecasting, qualities of effective salespersons from solution selling perspective, hiring through online platforms, changes in the logistics and supply chain industry post-pandemic, reverse logistics and a few other contemporary practices
  • Several new case studies have been added – Tech Always Corporation, Ramta Enterprises, Shamita Tobacco Company, Sayantini Cosmetics, Sapphire Paints Limited, etc.
Book
Author Still
Pages 648
Year 2024
ISBN 9789361593994
Publisher Pearson
Language English
Uncategorized
Edition 7/e
Weight 775 g
Dimensions 23.5 x 17.2 x 2.5 cm
Binding Paperback