| 000 | 02275nam a22002177a 4500 | ||
|---|---|---|---|
| 999 |
_c1982 _d1982 |
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| 005 | 20220315154012.0 | ||
| 008 | 220315b ||||| |||| 00| 0 eng d | ||
| 020 | _a9789352607730 | ||
| 082 |
_a658.81 _bHAV |
||
| 100 |
_aHavaldar, Krishna K. _94898 |
||
| 245 | _aSales and distribution management: text and cases | ||
| 250 | _a3rd | ||
| 260 |
_bMcGraw Hill Education (India) Pvt. Ltd. _aChennai _c2021 |
||
| 300 | _axxxviii, 875 p. | ||
| 365 |
_aINR _b790.00 |
||
| 504 | _aTable of content 1. Introduction to Sales Management 2. The Selling Process 3. Strategic Planning, Sales Strategy, Sales Forecasting and Budgeting 4. Management of Sales Territories and Quotas 5. Organizing and Staffing the Salesforce 6. Training, Motivating, Compensating, and Leading Salesforce 7. Controlling the Salesforce 8. Sales Promotion 9. Introduction to Distribution Management 10. Marketing Channels 11. Channel Institutions: Retailing 12. Channel Institutions: Wholesaling 13. Designing Channel Systems 14. Channel Management 15. Channel Information Systems 16. Market Logistics and Supply Chain Management 17. International Sales and Distribution Management Integrated Cases | ||
| 520 | _aThis textbook, in its latest edition, continues to capture the rapidly changing trends of the ever-dynamic subject area in an easily comprehensible manner. It focuses on explaining concepts with the help of latest examples and learning-outcome based text in all the chapters. It gives an exposure to key concepts, theories, and recent developments in sales and distribution, and illustrates their applicability in tackling the challenges in sales and distribution business. • 45 chapter-end cases ? 16 new and 29 updated ? along with 12 integrated cases, which includes 3 new cases • 17 new chapter-opening caselets (opening vignette) • Enhanced and well-structured pedagogy including new feature Student Assignment (60 in count) supplemented with chapter-end conceptual, objective-type, and application questions, summary, glossary, and many more • Web supplements including instructors’ teaching supplement and students’ learning supplement | ||
| 650 |
_aSales management _91111 |
||
| 700 |
_aCavale, Vasant M. _95944 |
||
| 942 |
_2ddc _cBK |
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