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Book ISBN
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978-93-87684-50-8
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Title
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Sales and Distribution Management
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Price
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225/-
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Pages
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260 pages
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Publishing Year
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2019
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Edition
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1st
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Author Name
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Dr. Rajeshwari Malik
and Dr. Parul Deshwal
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Contents
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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
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About the Author
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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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