Name: Sales and Distribution Management, 2ed (An Indian Adaptation)
Brand: Wiley
SKU: 9789357469517
Price: 915.0 INR
Availability: InStock

Sales and Distribution Management, 2ed (An Indian Adaptation)

by Joseph F. Hair, Jr., Rolph Anderson, Rajiv Mehta, Barry Babin, Arun Kaushik, Zillur Rahman

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ISBN13: 9789357469517
Binding: Paperback
Subject: N/A
Publisher: Wiley
Publisher Imprint: Wiley
Publication Date: April 25, 2024
Pages: 688
Original Price: INR 1219.0
Language: English
Edition: N/A
Item Weight: 1000 grams
BISAC Subject(s): N/A

About The Book

It presents core concepts using a comprehensive pedagogical framework – featuring real-world case studies, illustrative examples, and innovative exercises – to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. In addition to thoroughly revising all chapters, this Indian edition features a set of six new chapters, focusing on distribution channels, retailing, wholesaling, distribution channel systems, logistics and supply chain management, and international sales and distribution management. Each chapter also incorporates an updated set of real business examples and cases situated in the Indian context. ·Introduction to Sales and Distribution Management and Its Evolving Roles · Managing Ethics in a Sales Environment · Customer Relationship Management (CRM) and Building Partnerships · The Selling Process · Sales Forecasting and Budgeting · Sales Force Planning and Organizing · Time and Territory Management · Recruiting and Selecting the Sales Force · Training the Sales Force · Sales Force Leadership · Sales Force Motivation · Sales Force Compensation · Sales Organization Audit and Sales Analytics · Sales Force Performance Evaluation · Distribution Channels: An Overview · Channel Management: Retailing · Channel Management: Wholesaling · Designing and Managing Distribution Channel System · Logistics and Supply Chain Management · International Sales and Distribution Management

About The Author

Dr. Joseph F. Hair, Jr. is the Director of the Ph.D. Program in Business Administration and Cleverdon Chair of Business, Mitchell College of Business, University of South Alabama. Dr. Rolph E. Anderson is the Royal H. Gibson, Sr. Chair Professor and former Head (1975–1997) of the Department of Marketing at Drexel University. Dr. Rajiv Mehta earned his Ph.D. in Marketing from Drexel University in 1994, is a Professor of Marketing at the Martin Tuchman School of Management, New Jersey Institute of Technology. Previously, he served on the faculty of Loyola University New Orleans. Dr. Barry J. Babin is the Morris Lewis Professor and Chair of Marketing at Ole Miss Business School. Dr. Arun Kumar Kaushik holds the position of Associate Professor in the field of Marketing at the Indian Institute of Management (IIM) Amritsar. Dr. Zillur Rahman is a Professor in the Department of Management Studies, Indian Institute of Technology Roorkee, India.

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