Sales and Distribution ManagementVikas Publishing House - Business & Economics 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. |
Contents
5 | |
23 | |
29 | |
35 | |
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 |
569 | |
Common terms and phrases
Acer India achieve activities Adecco Alok Amer B’Devlop Behala behaviour brand cent Champawat district channel members channel partners Chennai company’s compost consumers cost dealers discount distribution channel distributors e-commerce ensure ethical evaluation example Fast Moving Consumer Figure firm Flipkart FMCG his/her important incentives increase India Induction Cooker industry inventory Kunal laptop lead manufacturer margins market share meeting million motivation Mumbai needs Nokia outlets performance personal selling pharmacy Prabhar promotion purchase relationship retail Rohit role s/he sales call sales force Sales Manager sales organization sales quotas sales team sales territory sales training salespeople salesperson selling process service centre shoppers SKUs Stock Keeping Units stockists strategy supply chain target trade loyalty programmes training programme Uttarakhand vendors wholesalers