Cases in Sales and Distribution Management

ISBN Number : 978-93-5024-995-6

Student Price : Rs.225

Student Dollar Price : 9$

Book Edition : First

Year of Publication : 2017

No. Of Pages : 168

Book Weight :204

About The Book

Starting out in sales area can be difficult without suitable guidance and diagonostic aptitude to set you on the right path. Students and practitioners alike need real life situations in the Indian context to follow and apply principles of sales and distribution management. It not only attempt to provide analytical power and problem solving skills through case analysis and role plays but also aims to provide learning of state-of-art sales tools with which to approach the study of this exciting subject area to study on track, packed with useful case studies. It presents topics in terms of practical, tried and tested skills.


Book Content of Cases in Sales and Distribution Management

Part A: Guidelines for Analysing Case Studies

Part B: Cases in Sales Management

Part C: Cases in Distribution Management

Part D: Role Plays

About The Author

Dr. S.L. Gupta is a reader at the MaharajaSurajmal Institute of an affiliate of Guru Gobind SinghIndraprastha University and earlier he was a senior faculty member of Institute of Management Science and Productivity Research. Delhi Productivity Council, New Delhi.     

He has been teaching Marketing Management, Marketing Research and Sales and Distribution Management at the Institute since 1992. He has worked in industry to get practical experience in marketing.     

An MBA from centre for Management Development, Modi Nagar, Dr. Gupta has been conducting various short-term training programmes for many years.

Prof. M.K. Rampal (Post Graduate Diploma in Business Administration from MDI with majors in Marketing, LL.B. from University of Delhi and Engineering degree from Delhi College of Engineering), possesses more than 30 years corporate experience with multinationals in India and abroad. He has held senior positions in the area of business development and project marketing and management. He has served as director and advisor of the several business units. He is visiting professor to many prestigious management institute including Institute of Management Science and Productivity Research. He is also visiting faculty to several training institute of public sector undertaking which impart in house training to their executives.

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