| 000 | 01554nam a2200193Ia 4500 | ||
|---|---|---|---|
| 999 |
_c1067 _d1067 |
||
| 020 | _a0070611904 | ||
| 020 | _a9780070611900 | ||
| 050 |
_aHF5438 _b.4 |
||
| 100 | 1 | _aHavaldar, Krishna K. | |
| 245 | 1 | 0 |
_aSales and distribution management : _btext and cases / _cKrishna K Havaldar, Vasant M Cavale. |
| 260 |
_aNew Delhi : _bTata McGraw-Hill, _c2007. |
||
| 300 |
_aix, 16.15 p.: _billus. , _c25 cm. |
||
| 500 | _aIncludes Index. | ||
| 505 | _aChapter 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 | ||
| 650 | 0 | _aSales management. | |
| 650 | 0 | _aPhysical distribution of goods. | |
| 700 | 1 | _aCavale, Vasant M. | |
| 942 | _cBK | ||