Sales and Distribution Management by Krishna K Havaldar

This 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.

Contents

• Introduction to Sales Management
• The Selling Process 
• Strategic Planning, Sales Strategy, Sales Forecasting and Budgeting
• Management of Sales Territories and Quotas
• Organizing and Staffing the Salesforce
• Training, Motivating, Compensating, and Leading Salesforce
• Controlling the Salesforce
• Sales Promotion
• Introduction to Distribution Management
• Marketing Channels
• Channel Institutions: Retailing
• Channel Institutions: Wholesaling
• Designing Channel Systems
• Channel Management
• Channel Information Systems