Sales and distribution management : text and cases / Krishna K Havaldar, Vasant M Cavale.
Material type:
TextPublication details: New Delhi : Tata McGraw-Hill, 2007.Description: ix, 16.15 p.: illus. , 25 cmISBN: - 0070611904
- 9780070611900
- HF5438 .4
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| HF5437 .L97 Purchasing and supply chain management / | HF5437 .L99 Procurement and supply chain management / | HF5437.M43 MEA Measuring Purchasing Performance | HF5438 .4 Sales and distribution management : | HF5438 .4.S78 Management of the sales force, | HF5438 .C26 Selling | HF5438 .C26 Selling |
Includes Index.
Chapter 1: Introduction to Sales and Distribution Management
1.1
Chapter 2: Personal Selling: Preparation and Process 2.1
Chapter 3: Planning Sales, Forecasting and Budgeting 3.1
Chapter 4: Management of Sales Territories and Quotas 4.1
Chapter 5: Organizing and Staffing the sales Force 5.1
Chapter 6: Training, Motivating, Compensating and Leading the Sales Force 6.1
Chapter 7: Controlling the Sales Force 7.1
Chapter 8: Designing Channel Systems 12.1
Chapter 9: Channel Management 13.1
Chapter 10: Channel Information Systems 14.1
Chapter 11: Market Logistics and Supply Chain Management
15.1
Chapter 12: International Sales and Distribution Management
16.1
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