Sales and Distribution Management

            

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Details


Chapter Code: SDMC01
Textbook:
Pages : 514; Paperback;
210 X 275 mm approx.

Suggested Case Studies

Workbook:
Pages : 352; Paperback;
210 X 275 mm approx.

Detail Table of Contents

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Textbook Price: Rs. 900;
Workbook Price: Rs. 700;
Shipping & Handling Charges: Rs. 100 per book;
Books Available only in INDIA

Chapter Price : Rs. 100
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Managerial Effectiveness: Managing the Self and Others



Introduction to Sales Management : Suggested Case Studies

Chapters Chapter Name Suggested Case Studies
The Sales Perspective
• Chapter 01
• Chapter 02
• Chapter 03
• Chapter 04
• Chapter 05
: Introduction to Sales Management
: The Sales Organization
: Sales Functions and Policies
: Personal Selling
: International Sales Management
Organization Restructuring at Nokia
TI Cycles - Targeting Urban Adults
Product Line Pruning at P&G
Tupperware in India
Levi Strauss in India
Eureka Forbes - The Direct Marketing
Mary Kay Inc. - The Saleswomen
Indian Aviation - Price Wars & More
Anti-Dumping Regulations in India
Planning the Sales Effort
• Chapter 06
• Chapter 07
• Chapter 08
• Chapter 09
• Chapter 10
: Sales Planning
: Sales Budgets
: Estimating Market Potential and Forecasting Sales
: Sales Quotas
: Sales and Cost Analysis
VAT - Overhauling the Indian Indirect Tax System
HLL - Reinventing Distribution
Max New York Life - The 3P Strategy
Maruti Udyog Limited - The Pricing Dilemma
Subhiksha - Discount Store with a Difference
Organizing and Directing the Sales Efforts
• Chapter 11
• Chapter 12
• Chapter 13
• Chapter 14
• Chapter 15
• Chapter 16
: Hiring and Training Sales Personnel
: Time and Territory Management
: Compensating Sales Personnel
: Motivating the Sales Force
: Leading the Sales Force
: Evaluating Sales Force Performance
Dealer Training Programs - A New Trend
HR Practices of the Container Store
Novartis - Managing the Sales Force
Computer Associates - Moving Toward Territory Management
Carly Fiorina at HP
Kishore Biyani - Pioneering a Retailing Revolution in India
Women Sales Force at Tupperware
LG India - Approach to Rural Markets
Distribution Management
• Chapter 17
• Chapter 18
• Chapter 19
• Chapter 20
: Marketing Logistics
: Marketing Channels
: Channel Integration
: Channel Management
Cemex and its Technology Initiatives
Streamlining Logistics at General Motors Corp
Reverse Logistics - Gaining Importance
TVS Logistics - Building a Global Supply Chain
Distribution Strategies of Foreign Educational Institutions in India
Inventory Management at Amazon.com
Indian Post Office - Redefining Distribution
TATA Chemicals - Reaching Out to the Masses
ICICI Prudential - Multiple Distribution Channels
HLL - Reinventing Distribution
Asian Paints - Blending Technology and Distribution
Indian Film Distribution - The Transition Phase
Tupperware in India
Goodyear Tires - Managing Dealer Relations
PepsiCo's Distribution and Logistics Operations
Yellow Transportation Inc.- The Tech Leader of the Trucking Industry in India
Carrefour - Managing the Global Supply Chain
Inventory Management at Amazon.com
TVS Logistics - Building a Global Supply Chain
Revamping the Supply Chain - The Ashok Leyland Way
Sears - Logistics Management Practices
Unilever Restructures its Supply Chain Management Practices
Channel Control
• Chapter 21
• Chapter 22
• Chapter 23
: Evaluating Channel Performance
: Managing Channel Conflicts
: Channel Information Systems
Baskin Robbins - Sales Strategy for India
Goodyear Tires - Managing Dealer Relations
Channel Conflict at Apple
Apple Computer - The Reseller Conflict
Information Technology Initiatives at Shoppers' Stop
Maruti Udyog - Using Technology in Logistics
Asian Paints - Blending Technology and Distribution
Mahamaza.com - Bringing e-commerce to Rural India  
Cemex and its Technology Initiatives
Channel Institutions & Future Trends
• Chapter 24
• Chapter 25
• Chapter 26
: Wholesaling
: Retailing
: Ethical and Social Issues in Sales & Distribution Management
Food Corporation of India
Secret of Honda's Success
Foreign Direct Investment (FDI) in the Indian Retail Sector
Viveks - Retailing Strategies
McDonald's Food Chain in India
Apple iTunes: Changing the Face of Online Music Retailing
Akbarallys - Reinventing for Profits
GE - Ethics and Social Responsibility
The Times of India and Ethics
The Times of India and Ethics
Cadbury and the Worm Controversy
Reliance Infocomm - The Question of Ethics