Sales and Distribution Management

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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;
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Sales and Distribution Management : Overview

Sales refers to the exchange of goods or services for an amount of money or its equivalent in kind. Selling helps an organization achieve its business goals. Thus, managing sales in an organization is a critical activity. A sales manager needs to ensure that the salespeople are motivated to perform the selling function in a way that will help the organization attain its goals.

The sales team continuously monitors the changes taking place in the external environment regarding competitors, customers, government and other regulatory agencies, advances in technology, and industry trends. This provides the sales personnel with vital information regarding trends in organizational sales, product development, and budgets.

By offering the management vital inputs pertaining to such information, the sales team helps the management to develop plans regarding sales, production, and design. Over the years, substantial changes have taken place in the selling environment, leading to changes in the sales function.

The trends that have shaped the sales function include shorter product life cycles, longer and more complex sales cycles, reduced customer loyalty, intense competition among manufacturing firms, rising customer expectations, increasing buyer expertise, electronic revolution in communications, and the entry of women into the sales force.

In addition to having a strong sales function, companies should also have efficient distribution channels to make the products available to the end consumer. Management of distribution channels involves efficient channel design, conflict management and implementation of sophisticated channel information systems which will enhance the process of making the products available to the end consumer in a timely manner.

This book, Sales and Distribution Management provides an overview of the sales and distribution function. It discusses various aspects of the sales function ranging from various sales organization structures to the role of the sales manager in improving sales by hiring, training, motivating and leading the sales force. The second half of the book deals with the distribution function and discusses logistics and channel management.

1] Introduction to Sales Management
2] The Sales Organization
3] Sales Functions and Policies
4] Personal Selling
5] International Sales Management
6] Sales Planning
7] Sales Budgets
8] Estimating Market Potential and Forecasting Sales
9] Sales Quotas
10] Sales and Cost Analysis
11] Hiring and Training Sales Personnel
12] Time and Territory Management
13] Compensating Sales Personnel
14] Motivating the Sales Force
15] Leading the Sales Force
16] Evaluating Sales Force Performance
17] Marketing Logistics
18] Marketing Channels
19] Channel Integration
20] Channel Management
21] Evaluating Channel Performance
22] Managing Channel Conflicts
23] Channel Information Systems
24] Wholesaling
25] Retailing
26] Ethical and Social Issues in Sales & Distribution Management