Sales and Distribution Management

Front Cover
The primary aim of the book is to provide students of management with a firm foundation for understanding all the main components of sales and distribution management. The book has a practical orientation, as it written by author who has worked as practicing manager mostly in sales and distribution. The book, therefore, is a useful resource to practicing professionals in industry, training and consultancy.
 

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Contents

Personal Selling
5
Selling Skills Behaviours and Attitudes
23
2 Direct SellingCase of Eureka Forbes
29
References
35
Principles for Organization
45
Sales Technology
51
Sales Technology as a Management Tool
57
Chapter Summary
66
References
217
What are Distribution Channels?
225
Trade Merchandizing
243
Distribution Channel Power and Relationships
254
What are Channel Conflicts?
261
Parmeet Oil Company
268
Trade Loyalty Programmes
276
Evaluation of Trade Loyalty Programmes
283

References
77
Sales Force Sizing
90
Time Management
97
Sales Beat Optimization of HUL Sales Territory in Kolkata
103
References
109
1 Hire to Fry Not Fire
119
2 Learning and Development
125
Measuring Sales Training Effectiveness
131
Current Sales Training Practices Index CSTPI By Jantan 2000
134
Sales Force Motivation and Compensation
141
Importance of Sales Force Motivation
147
Sales Force Motivation and Compensation
156
A Day in the Life of a Salesperson
164
References
171
What are the Factors Affecting Sales Force Performance?
177
Examples of Sales Force Productivity
185
Project Assignments and Worksheets
190
Ethical Dilemmas in Selling
198
Project Assignments and Worksheets
204
Managing Seamless SalesMarketing Integration
210
Channel Economics
289
Inventory Management
297
Pet Main Dakar
304
Creating Buzz in Rural Large Retail Formats
310
Forms of Retailing
319
Shopper Marketing
325
Chapter Summary
335
Online Retailing 351 351
351
Distribution Channel Conflict
365
Sales Force Training and Compensation
372
Logistics and Supply Chain
379
Navigating the Selling Process 391 391
391
Sales Force Size Estimation
400
FMCG Distribution Challenges
402
Sales and Distribution Strategy for New ProductMarkets
418
Comparison of Parallel Distribution Systems
440
Vendor Based Distribution
453
Management Case
478
Index
569
Copyright

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