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Book ISBN
978-93-87684-50-8
Title
Sales and Distribution Management
Price
225/-
Pages
260 pages
Publishing Year
2019
Edition
1st
Author Name
Dr. Rajeshwari Malik and Dr. Parul Deshwal
Contents
1. Introduction to Sales Management; 2. Skills of Sales Managers; 3. Personal Selling; 4. Personal Selling Process; 5. Theories of Personal Selling; 6. Sales Forecasting; 7. Sales Territories Design; 8. Sales Organization; 9. Sales Force Management: Recruitment, Selection and Training; 10. Motivation and Compensation of Sales Personnel; 11. Management of Sales Quotas and Sales Contests; 12. Evaluation of Sales Personnel; 13. Distribution Channels; 14. Types of Intermediaries; 15. Distribution Channel — Design and Management; 16. Channel Management; 17. Physical Distribution System; 18. Supply Chain Management and Logistics; 19. Ethical and Legal Issues in Sales and Distribution Management in Indian Context; 20. Impact of Technology and Globalisation of Sales and Distribution
About the Author
Dr. Rajeshwari Malik, Associate Professor, Department of Management & Commerce, Maharaja Surajmal Institute. Dr. Parul Deshwal, Associate Professor, Department of Management & Commerce, Maharaja Surajmal Institute
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