Sales and Distribution Management

Erscheinungsjahr 2023
ISBN: 978-93-91818-73-9
Verlag: PHI Learning

Buch, Englisch, 228 Seiten, Paperback

With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management. The book covers key components of the subject with a practical perspective into the scope of sales management, theories and process of selling, sales quotas and territories, retail environment, channel decisions and management, salesforce management and supply chain management.

Organising 21 chapters in two sections, the book is written with the aim to provide its readers with a concise yet thorough insight of various aspects of sales and distribution management. Beginning with the introduction and leading to the latest trends in distribution management, the book covers the whole gamut of the subject.

The book will be of immense value to the undergraduate and postgraduate students of management and commerce.

KEY FEATURES: - Comprehensive yet concise: Presents a comprehensive, easy-to-read text written in an engaging style.
- Practical Approach: Offers a practical approach with the help of numerous examples.
- Industry preparedness: Provides sufficient food for thought to students to transform them into result-oriented marketers.
- Emerging issues: Latest issues like managing sales during crisis and digital supply networks covered as separate chapters.
- Case studies: A brief case study after each chapter, focusing on specific issues dealt within the chapter.
- Case-based analytical and chapter-end Questions: Designed to help students ponder upon various aspects and analysing their understanding of the subject.

Autoren/Hrsg.

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Lagerhaltung und Versand
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

- Sales Management
- Theories of Selling
- Process of Personal Selling
- Strategic Salesforce Planning, Sales Forecasting and Budgeting
- Sales Organisation
- Management of Sales Territories and Quotas
- Staffing of Salesforce
- Training the Salesforce
- Motivating the Salesforce
- Salesforce Compensation
- Controlling the Salesforce
- Managing International Salesforce
- Managing Sales During Crisis
- Distribution Management
- Designing Marketing Channels
- Channel Institutions Retailing
- Channel Institutions Wholesaling
- Designing Channel Systems
- Channel Management, Evaluation and Control
- Digital Supply Networks
- Logistics and Supply Chain Management
- References
- Index

Über Autor(innen)

Rupa Rathee, PhD, is Associate Professor in the Department of Management Studies, DCRUST, Murthal, Haryana (India). She has more than twenty years of teaching experience to her credit. Her teaching and research areas include Marketing and HRM. She has over 50 publications to her credit in reputed national and international journals and has contributed more than 10 book chapters. She has attended more than 30 FDPs at various prestigious institutes like IIM-Bangalore, IIM-Calcutta, IIM-Kozhikode, MDI-Gurgaon, IITM-Gwalior, etc. Dr. Rupa Rathee has presented papers in over 50 national and international conferences. She has completed seven consultancy projects and one UGC sponsored major research project.

Pallavi Rajain, PhD, is Assistant Professor in the Department of Management, Maharaja Surajmal Institute, Janakpuri, New Delhi (India). She obtained her Doctorate degree from DCRUST, Murthal (India) in 2021. She has qualified UGC-NET and worked as Project Fellow on a UGC sponsored major research project on 'Women Entrepreneurship'. Dr. Pallavi Rajain has presented papers in over 40 national and international conferences and has contributed seven book chapters, besides having 40 publications in national and international journals.