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Sales Distribution Management by Tapan K. Panda

Sales Distribution Management

by Tapan K. Panda , Sunil Sahadev
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Book cover type: Paperback
  • ISBN13: 9789367252802
  • Binding: Paperback
  • Subject: Business Management
  • Publisher: Oxford UP
  • Publisher Imprint: Oxford UP
  • Publication Date:
  • Pages: 488
  • Original Price: INR 985.0
  • Language: English
  • Edition: 4th Edition
  • Item Weight: 500 grams
  • BISAC Subject(s): N/A

Sales & Distribution Management 4e, intended for students of MBA specializing in marketing, undertakes detailed discussions to explain and analyze techniques, and strategies used by marketers to deal with the increasing competition. With the rapid changes in technology, sales and distribution management has become very critical for the success of any business enterprise. The book is divided into 22 chapters and 2 modules. Module 1 focuses on Sales Management discussing the selling process, sales force automation, recruitment & selection of sales force, their training & compensation and more. Module 2 on Distribution Management covers ways of designing customer-oriented marketing and logistics channels, channel information system, application of e-commerce and managing the international channels of distribution. Besides students, the book with its application-oriented approach and new real life-cases would also be useful to marketing professionals too.

Tapan K. Panda was formerly Dean, Jindal Global Business School (JGBS), O.P. Jindal Global University (JGU), Haryana. Prior to this, he was Professor of Marketing at Indian Institute of Management (IIM), Indore. Prof. Panda has also been a faculty member at IIM Lucknow and IIM Kozhikode. He has more than twenty one years of teaching experience. He is actively involved in research and consultancy and has authored several books as well as numerous papers published in international journals.

Sunil Sahadev is Professor at Sheffield Hallam University. He was earlier Professor of Marketing at the University of Salford, UK – prior to which he was Assistant Professor in Marketing, IIM Kozhikode. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he has over fifteen years of teaching experience in distribution channel management at the postgraduate level. He is actively involved in research and consultancy and has authored numerous papers published in international journals.

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