Sales and distribution management, 2e (2^nd Ed.)

The second edition of Sales and Distribution Management has been revised to reflect the changes in the business environment and the industry since the first edition was published. It has been updated with four new chapters on sales force automation, sales force control, channel information systems, and managing wholesalers and franchisees. It provides in-depth coverage of four key components of sales and distribution management-sales and sales force management, the sales organization and territory management, distribution channel design and strategies for their management, and the impact of product innovation and technology on practices of selling and distribution. The text includes classroom case studies as well as chapter-end concept review questions, critical thinking exercises, and project exercises.

Part I: Sales Management. Introduction to Sales Management. Selling Skills and Selling Strategies. The Selling Process. Managing Sales Information. Sales Force Automation (new). Sales Organization. Management of Sales Territory. Management of Sales Quota. Recruitment and Selection of the Sales Force. Training the Sales Force. Sales Force Motivation. Sales Force Compensation. Sales Force Control (new). Evaluation of the Sales Force. Part II: Distribution Management. Distribution Channels. Appendix on rural distribution channels (new). Designing Customer-oriented Marketing Channels. Customer-oriented Logistics. Channel Information Systems (new). Managing Channel Member Behaviour. Managing Wholesalers and franchisees (new). Retail Management. Managing International Channels of Distribution.

Tapan Panda is presently Director at Kotler-Srinivasan Center for Excellence in Marketing and Director-PGPM, Great Lakes Institute of Management Studies, Chennai. He has more than fourteen years of teaching experience. Formerly he was a Professor in Marketing at Indian Institute of Management, Indore. Prof. Panda has also been a faculty member at Indian Institute of Management Lucknow and Indian Institute of Management Kozhikode. Sunil Sahadev is a Lecturer in Marketing Management at the University of Sheffield, UK. He was earlier Assistant Professor in Marketing, Indian Institute of Management, Kozhikode, and has over eight years of teaching experience in distribution channel management at the postgraduate level. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he is also a Member of the Board of Studies, University of Calicut, Kerala.