A Nag Sales and Distribution Management

ISBN 13: 9781259026546

Sales and Distribution Management

 
9781259026546: Sales and Distribution Management

This textbook, with its focused and precise approach, discusses all the important topics in sales and distribution management. It explains sales and distribution as integrated functions in marketing, under the following major headings: perspectives on sales management, the selling job and its challenges, distribution management; performance, motivation and training; success in selling, guides to sales people, lessons from sales superstars.table of contentspart asection one: understanding sales managementch. 1: the perspective for sales managementch. 2: the selling jobch. 3: the sales management jobch. 4: consumer versus organizational sellingch. 5 sales managers and salespersons: roles, types and characteristicssection two: selling the job and the challengesch. 6: market analysis and sales forecastingch. 7: selling skills and strategiesch. 8: personal sellingch. 9: selling on internetch. 10: closing a salech. 11: organizing and managing the sales forcesection three: distribution managementch. 12: distribution: role, management and strategych. 13: management of distribution channelch. 14: retailing managementch. 15: management of distributors and wholesalerssection four: performance, motivation, trainingch. 16: standards, performance, productivitych. 17: motivation, compensation, trainingsection five: guides to salespersonch. 18: guiding salesperson to successch. 19: lessons from international sales superstarssection six: evaluation of sales managementch. 20: evaluation and control of sales management

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Book Description McGraw Hill Education, 2013. Softcover. Book Condition: New. First edition. This textbook, with its focused and precise approach, discusses all the important topics in sales and distribution management. It explains sales and distribution as integrated functions in marketing, under the following major headings: perspectives on sales management; the selling job and its challenges; distribution management; performance, motivation and training; success in selling, guides to sales people, lessons from sales superstars. Table to contents: PART A SECTION ONE: UNDERSTANDING SALES MANAGEMENT Ch. 1: The Perspective for Sales Management Ch. 2: The Selling Job Ch. 3: The Sales Management Job Ch. 4: Consumer versus Organizational Selling Ch. 5 Sales Managers and Salespersons: Roles, Types and Characteristics SECTION TWO: SELLING THE JOB AND THE CHALLENGES Ch. 6: Market Analysis and Sales Forecasting Ch. 7: Selling Skills and Strategies Ch. 8: Personal Selling Ch. 9: Selling on Internet Ch. 10: Closing a Sale Ch. 11: Organizing and Managing the Sales Force SECTION THREE: DISTRIBUTION MANAGEMENT Ch. 12: Distribution: Role, Management and Strategy Ch. 13: Management of Distribution Channel Ch. 14: Retailing Management Ch. 15: Management of Distributors and Wholesalers SECTION FOUR: PERFORMANCE, MOTIVATION, TRAINING Ch. 16: Standards, Performance, Productivity Ch. 17: Motivation, Compensation, Training SECTION FIVE: GUIDES TO SALESPERSON Ch. 18: Guiding salesperson to success Ch. 19: Lessons from International Sales Superstars SECTION SIX: EVALUATION OF SALES MANAGEMENT Ch. 20: Evaluation and Control of Sales Management Printed Pages: 552. Bookseller Inventory # 72301

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Book Description McGraw Hill Education, 2013. Softcover. Book Condition: New. First edition. This textbook, with its focused and precise approach, discusses all the important topics in sales and distribution management. It explains sales and distribution as integrated functions in marketing, under the following major headings: perspectives on sales management; the selling job and its challenges; distribution management; performance, motivation and training; success in selling, guides to sales people, lessons from sales superstars. Table to contents: PART A SECTION ONE: UNDERSTANDING SALES MANAGEMENT Ch. 1: The Perspective for Sales Management Ch. 2: The Selling Job Ch. 3: The Sales Management Job Ch. 4: Consumer versus Organizational Selling Ch. 5 Sales Managers and Salespersons: Roles, Types and Characteristics SECTION TWO: SELLING THE JOB AND THE CHALLENGES Ch. 6: Market Analysis and Sales Forecasting Ch. 7: Selling Skills and Strategies Ch. 8: Personal Selling Ch. 9: Selling on Internet Ch. 10: Closing a Sale Ch. 11: Organizing and Managing the Sales Force SECTION THREE: DISTRIBUTION MANAGEMENT Ch. 12: Distribution: Role, Management and Strategy Ch. 13: Management of Distribution Channel Ch. 14: Retailing Management Ch. 15: Management of Distributors and Wholesalers SECTION FOUR: PERFORMANCE, MOTIVATION, TRAINING Ch. 16: Standards, Performance, Productivity Ch. 17: Motivation, Compensation, Training SECTION FIVE: GUIDES TO SALESPERSON Ch. 18: Guiding salesperson to success Ch. 19: Lessons from International Sales Superstars SECTION SIX: EVALUATION OF SALES MANAGEMENT Ch. 20: Evaluation and Control of Sales Management Printed Pages: 552. Bookseller Inventory # 72301

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