Sales And Distribution Management

In twenty first century, India has emerged as the most vibrant economies of the world. The financial system in India is undergoing structural transformation under the influence of globalization, deregulation, technological advances, and institutional and legal reforms. Internationalization and advancement in technology are the two major forces that had been shaping the business environment, and hence the new dynamism of competition. Sales Management is the most dynamic activity in any organization. It plays a pivotal role in the success of business, because sale is the single most important variable in appraising the performance of the company. Organizations are continuously learning and absorbing the best practices and innovative methods of sales present around the world and at the same time creating their own very unique approaches to reach the customers. Selling is not a onetime activity anymore; rather it’s the basic need for survival and growth of business. Several years of being teachers and interaction with fellow academicians led us to conclude that, presently there exists a wide gap of quality books in this area especially suitable for Indian students.

1. Introduction To Sales Management

2. Skills Of Sales Managers

3. Personal Selling

4. Personal Selling Process

5. Theories Of Personal Selling

6. Sales Forecasting

7. Sales Territories Design

8. Sales Organization

9. Sales Force Management: Recruitment, Selection And Training

10. Motivation And Compensation Of Sales Personnel

11. Management Of Sales Quotas And Sales Contests

12. Evaluation Of Sales Personnel

13. Distribution Channels

14. Types Of Intermediaries

15. Distribution Channel — Design And Management

16. Channel Management

17. Physical Distribution System

18. Supply Chain Management And Logistics

19. Ethical And Legal Issues In Sales And Distribution Management In Indian Context

20. Impact Of Technology And Globalisation Of Sales And Distribution

Previous Year Examination Papers