Sales & Distribution Management (3^rd Ed.)

Sales & Distribution Management, intended for students of MBA specializing in marketing, undertakes detailed discussions to explain and analyze techniques, and strategies used by marketers to deal with the increasing competition. With the rapid changes in technology, sales and distribution management has become very critical for the success of any business enterprise. The book is divided into 22 chapters and 2 modules. Module 1 focuses on Sales Management discussing the selling process, sales force automation, recruitment & selection of sales force, their training & compensation and more. Module 2 on Distribution Management covers ways of designing customer oriented marketing and logistics channels, channel information system, application of e-commerce and managing the international channels of distribution. Besides students, the book with its application-oriented approach and new real life cases would also be useful to marketing professionals too.

Tapan K. Panda is Dean, Jindal Global Business School (JGBS) at O.P. Jindal Global University (JGU). Prior to this, he was Dean & Professor of Marketing at School of Management, BML Munjal University. He has also been Director at Great Lakes Institute of Management, Chennai and a full time faculty in the area of marketing at Indian Institute of Management (IIM) Indore, Kozhikode and Lucknow. Sunil Sahadev is Senior Lecturer in Marketing Management at the University of Sheffield, UK. He was earlier Assistant Professor in Marketing, IIM Kozhikode. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he has over eight years of teaching experience in distribution channel management at the postgraduate level. He is actively involved in research and consultancy and has authored numerous papers published in international journals.