Sales and distribution management [electronic resource] : an Indian perspective / Pingali Venugopal.

Format:

Book

Author/Creator:

Venugopal, Pingali, 1958-

Series:

Response Books

Language:

English

Subjects (All):

Sales management--India--Management.

Sales management.

Physical distribution of goods--India--Management.

Physical distribution of goods.

Marketing channels--India--Management.

Marketing channels.

Physical Description:

1 online resource (332 p.)

Place of Publication:

New Delhi ; Thousand Oaks, [Calif.] : Response Books, c2008.

Language Note:

English

Summary:

Though India has become a lucrative market for various companies, the unique characteristics. of its market throw up a variety of challenges. Sales and Distribution Management:. An Indian Perspective aims to understand these challenges. Building on an understanding of the consumer decision process, the book defines. the roles of marketing and selling strategies. Secondly adopting a customer-centric. approach to sales and distribution management, the book deals with making strategic. decisions keeping the end consumer in mind and making operational decisions. keeping the channel member and the

Contents:

Cover; Contents; Preface; Acknowledgements; Introduction; Marketing: Consumer Decision Process; Economic Development and Selling Environment; Shopping Environment in India; Retail Profiling; Retail Management Practices; Selling Strategy-Interface between Advertising, Sales Force and Channel; Channel Design; Internet as an Alternate Channel; Selling Style and Service Orientation; Channel Member Selection and Appointment; Channel Commitment; Appraisal of Channel Members; Channel Conflict; Channel Management System; Channel Evaluation; Sales Force Recruitment; Territory Design

Sales Force MotivationSales Force Targets and Appraisal; Appendix: Rural Distribution Emerging Formats; References; Author Index; Subject Index; Company and Brand Index; About the Author

Notes:

Description based upon print version of record.

Includes bibliographical references and indexes.

ISBN:

93-5280-171-7

1-281-96379-8

9786611963798

81-321-0044-1

OCLC:

476231029