SALES AND DISTRIBUTION MANAGEMENT
Sales and Distribution Strategy; Sales Management; Personal Selling ; Theories of selling; Sales and Recruitment and selection of sales person, compensation and motivation of sales force.
Monitoring and performance evaluation; sales displays; sales meetings, sales contests; quotas; sales territories; sales budgeting and control.
Participants in distribution system; role and function of intermediaries; designing the distribution channel; conflict and power in the channel.
Selection and motivation of the intermediaries; distribution analysis, control and management; distribution logistics; distribution costs, control and customer service.
SUGGESTED READING:
Anderson, Rolph E, Professional sales Management, TMH Publishing Co. Ltd.
Futsell, Sales Management, Thomson Learning, Bombay.
Gupta, S. L, Sales and Distribution Management, Excel Books, New Delhi.
Rosenbollen, Bert, Marketing Channels: A Management View, The Dryden Press, Thomson Learning, Bombay.
Stern, Louis W, El-Ansary Adel J and Coughlan Anne, Marketing Channels, PHI, New Delhi.
Still Richard, Cundiff Edward and Govon Norman, Sales Management; Decisions, Strategies and Cases, PHI Pvt. Ltd. New Delhi.
Student of Rai Business School, New Delhi
Sanjeev Kumar Singh
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