Sales and Distribution Management (Record no. 81545)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01886nam a22001457a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9789332587090 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.810954 R381 S |
| Item number | 109283 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Richard R. Still |
| -- | Edward W. Cundiff |
| -- | Norman A P Govoni |
| -- | Sandeep Puri |
| 245 ## - TITLE STATEMENT | |
| Title | Sales and Distribution Management |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 6th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication | Noida |
| Name of publisher | Pearson |
| Date of publication | 2017 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | 618 |
| 500 ## - GENERAL NOTE | |
| General note | Sales and Distribution Management, 6e provides insights toward delineating the areas in which sales managers make decisions, analyzing decision alternatives and criteria in the sales areas and providing cases as real-life examples of decision situations.Features1. All chapters have been modified keeping in mind the Indian perspective.2. Several recent and up-to-date examples on case studies have been included.3. 5 new chapters on Distribution Management emphasizing the role of channel partners, channel management, channel information systems, logistics and supply chain management have been included.Table of Contents1. Sales Management and the Business Enterprise2. Sales Management, Personal Selling and Salesmanship 3. Setting Personal-Selling Objectives4. Determining Sales-Related Marketing Policies5. Formulating Personal-Selling Strategy6. The Effective Sales Executive7. The Sales Organization8. Sales Department Relations9. Sales Personnel Management10.Recruitment and Selection 11. Sales Training12. Motivating Sales Personnel13. Compensating Sales Personnel14. Managing Expenses of Sales Personnel15. Sales Meeting and Sales Contests16. Controlling Sales Personnel: Evaluating and Supervising17. The Sales Budget18. Targets and Sales Management19. Sales Territories20. Sales Control and Cost Analysis21. Marketing Channels22. Managing the Channel Partners23. Channel Information Systems24. Logistics and Supply Chain Management25. International Sales and Channel ManagementCases Studies |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Withdrawn status | Lost status | Damaged status | Not for loan | Home library | Current library | Date acquired | Full call number | Barcode | Date last seen | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|
| Prajna Pratishthanam Library | Prajna Pratishthanam Library | 17/06/2022 | 658.810954 R381 S 109283 | 109283 | 17/06/2022 | Books |