Sales and distribution management : an integrative approach / Pingali Venugopal.  (Text) (Text)

Venugopal, Pingali, 1958-
Call no.: HF5438.4 .V467 2021Publication: New Delhi, India : SAGE Publications India Pvt Ltd, 2021Edition: 2nd edDescription: xxxviii, 347, [22] p. : illISBN: 9789353884864 (paperback); 9353884861 (paperback)Subject(s): Sales management -- IndiaPhysical distribution of goods -- India -- ManagementMarketing channels -- India -- ManagementLOC classification: HF5438.4 | .V467 2021Summary: With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management. 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. Sales and Distribution Management will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which are synchronized to short-term and long-term selling orientation and are aligned with marketing decisions. The second edition of this bestselling title will be of immense value to students of management and professionals in the field.
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Includes bibliographical references and index.

With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management. 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. Sales and Distribution Management will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which are synchronized to short-term and long-term selling orientation and are aligned with marketing decisions. The second edition of this bestselling title will be of immense value to students of management and professionals in the field.

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