Sales and Distribution Management - Couverture souple

Panda, Tapan; Sahadev, Sunil

Couverture souple

ISBN 10 : 0198077041 ISBN 13 : 9780198077046

Editeur : OUP India, 2011

Synopsis

The second edition of Sales and Distribution Management has been revised to reflect the changes in the business environment and the industry since the first edition was published. It has been updated with four new chapters on sales force automation, sales force control, channel information systems, and managing wholesalers and franchisees. It provides in-depth coverage of four key components of sales and distribution management-sales and sales force management, the sales organization and territory management, distribution channel design and strategies for their management, and the impact of product innovation and technology on practices of selling and distribution. The text includes classroom case studies as well as chapter-end concept review questions, critical thinking exercises, and project exercises.

A propos du livre

À propos de l?auteur

Tapan Panda is presently Director at Kotler-Srinivasan Center for Excellence in Marketing and Director-PGPM, Great Lakes Institute of Management Studies, Chennai. He has more than fourteen years of teaching experience. Formerly he was a Professor in Marketing at Indian Institute of Management, Indore. Prof. Panda has also been a faculty member at Indian Institute of Management Lucknow and Indian Institute of Management Kozhikode. Sunil Sahadev is a Lecturer in Marketing Management at the University of Sheffield, UK. He was earlier Assistant Professor in Marketing, Indian Institute of Management, Kozhikode, and has over eight years of teaching experience in distribution channel management at the postgraduate level. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he is also a Member of the Board of Studies, University of Calicut, Kerala.

Détails de l'édition

• Éditeur: OUP India
• Date d'édition: 2011
• Langue: anglais
• ISBN 10: 0198077041
• ISBN 13: 9780198077046
• Reliure: Broché
• Numéro d'édition: 2
• Nombre de pages: 728
• Coordonnées du fabricant: non disponible
• Personne responsable: Ufficio Anagrafiche Messaggerie; ufficio.anagrafiche@meli.it; ; Via Verdi, 8; Assago Milano; 20090; Italie