TY  - BOOK
AU  - Havaldar,Krishna K.
AU  - Cavale,Vasant M.
TI  - Sales and distribution management: text and cases 
SN  - 0070611904 
AV  - HF5438 .4
PY  - 2007///
CY  - New Delhi
PB  - Tata McGraw-Hill
KW  - Sales management
KW  - Physical distribution of goods
N1  - 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



ER  -