About the book

The book covers key components of the subject with a practical perspective into the role of marketing, B2B selling, retail environment, channel decisions and management, sales force management and supply chain management. This sales and Distribution Management book will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which synchronize the short-term selling orientation with the long-term marketing decisions. The second edition of this bestselling title will be of immense value to students of management as well as sales and marketing professionals.

Content:

Section 1. Marketing and Selling

Section 2. Shopping Environment

Section 3. Channel Decisions

Section 4. Sales Management Decisions

Section 5. Motivating Channel Partners and Salespeople

Section 6. Supply Chain Management