Sales and Distribution Management Information Center: Table of Contents


		About the Authors Book Preface Table of Contents



	Student Edition
	Instructor Edition

Sales and Distribution Management: Text and Cases

Krishna K Havaldar, Alliance Business Academy, Bangalore
Vasant M Cavale, Management Consultant, Bangalore

1. Introduction to Sales and Distribution Management
2. Personal Selling: Preparation and Process
3. Planning Sales Forecasting and Budgeting
4. Management of Sales Territories and Quotas
5. Organising and Staffing the Salesforce
6. Training, Motivating, Compensating, and Leading the Salesforce
7. Controlling the Sales Force
8. Distribution Management and Marketing Mix
9. Marketiing Channels
10. Channel Institutions - Retailing
11. Channel Institutions -- Wholesalilng
12. Designing Channel Systems
13. Channel Management
14. Channel Information Systems
15. Market LOgistics and Supply Chain Management
16. INternational Sales and Distribution Management

11 Interactive Cases

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