Sales and Distribution Management

ISBN Number : 978-93-5262-180-4

Student Price : Rs.180

Student Dollar Price : 7$

Book Edition : First

Year of Publication : 2016

No. Of Pages : 222

About The Book

First Edition of the book “Sales and Distribution Management” to the students of Bachelor of Management Studies, is written on the lines of the Revised Syllabus prescribed by the University of Mumbai. Case studies have been included to enable the students to learn the applications of marketing principles.


Contents -

1. Nature and Scope of Sales Management
2. Sales Organisation
3. Distribution Management
4. Integration of Marketing, Sales and Distribution
5. Market Demand Analysis and Sales Forecasting
6. Sales Budget and Sales Quota
7. Sales Territory Management
8. Personal Selling
9. The Personal Selling Process
10. Consumer Selling and Organisational Selling
11. International Selling
12. Distribution Channel Management
13. Controlling the Sales Force
14. Ethics in Sales Management
15. Recent Trends in Sales and Distribution Management
Reference Books on Sales and Distribution Management

About The Author

R. Krishnamoorthy has over twenty-five years of professional experience in Sales / Marketing and ten years in HR. He was National Sales Manager at Sandoz Agro and General Manager (HR) at Syngenta Crop Protection.

He has written twenty-five articles on Sales, Marketing and HR, two reference books on "Introduction to Rural Marketing" and "Personal Selling and Sales Management" and two text books on HR. Further, he has revised the popular book on "Marketing Management" written by (Late) Professor S.A. Sherlekar.

A Graduate in Agriculture, he holds a Masters Degree in Marketing Management and a Post-Graduate Diploma in HR. At present, he is engaged in writing and teaching in Management Institutes in Mumbai.

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