Sales and distribution management / U.C. Mather.

Format:

Book

Author/Creator:

Mathur, U. C., 1938-

Language:

English

Subjects (All):

Sales management.

Physical distribution of goods--Management.

Physical distribution of goods.

Physical Description:

1 online resource (211 p.)

Edition:

2nd ed.

Place of Publication:

New Delhi : New Age International, 2012.

Language Note:

English

Contents:

""Cover ""; ""Preface ""; ""Contents ""; ""Chapter 1 Market Evolution-From Sales to Marketing ""; ""1.1 Introduction ""; ""1.2 Business Scenario in india ""; ""1.3 Business Myopia ""; ""1.4 What is our Business? ""; ""1.5 Market and Manufacture ""; ""1.6 Branded and Generic Products ""; ""1.7 Marketing Mix ""; ""Chapter 2 Strategic Marketing ""; ""2.1 Introduction ""; ""2.2 Brand Plans ""; ""2.3 The Benefit Story ""; ""2.4 Maslow's Hierarchy of Needs ""; ""2.5 Brand Functions ""; ""2.6 Product Related Analysis ""; ""Chapter 3 Sales Management Process-Concept of Personal Selling ""

""3.1 Introduction """"3.2 Role of Sales Manager ""; ""3.3 Locating New Customers ""; ""3.4 Detailed Call Planning ""; ""3.5 Defining Sales Obstacles ""; ""3.6 Countering the Obstacles ""; ""3.7 The Twenty-First Century Challenge ""; ""3.8 Customer Value ""; ""3.9 Salesperson-The Strategist ""; ""3.10 Knowledge Base of the Customers ""; ""3.11 Marketing Information System ""; ""3.12 Market Consumers Behaviour Patterns ""; ""3.13 Buying Decisions ""; ""3.14 Strategies for Services Marketing ""; ""3.15 Strategies for Marketing ""; ""Chapter 4 Distribution of Goods ""; ""4.1 Introduction ""

""4.2 Consumer Goods """"4.3 Customer Reach ""; ""4.4 Customer Convenience Buying ""; ""4.5 Multiple Product Manufacturers ""; ""4.6 Retail Business ""; ""4.7 Leasing and Hire Purchase ""; ""Chapter 5 Product Distribution Management ""; ""5.1 Product Distribution in Markets Takes the Following Route ""

Notes:

Description based upon print version of record.

ISBN:

81-224-3495-9

OCLC:

842967152