This book would fulfill the need for a text which covers the concepts of sales and distribution management and their applications in day-to-day business. Integration of sales and distribution management functions is the underlying theme of the book, which recognizes the fact that today there is probably no sales manager who does not have distribution responsibilities as well. Also, the treatment amply reflects that these managers are empowered to coordinate sales and distribution functions to achieve the larger goals and objectives of their organisations.
To illustrate the concepts, examples have been cited from India as well as abroad, and from the consumer and industrial goods sectors. Many of these examples are from the rich experience of the authors as operating managers, consultants, and teachers.
Key Features:

Balanced coverage of Sales and Distribution topics. Case studies, all in the Indian context. Dedicated chapter on international distribution and sales management. Focused coverage of skill-sets required to become a successful sales person. Online Learning Centre.
About the Author:

Krishna Havaldar
Bachelor of Engineering (Electrical) from Pune Engineering College and Postgraduate Diploma in Business Administration from Indian Institute of Management, Ahmedabad. He has been Dean and Professor of Marketing at a private management institute at Bangalore. Professor Havaldar has a successful track record in the Industry too. He was in the Industry for over 30 years.

Vasant Cavale
Reader at University Of California
Table of Content:


PART 1: SALES MANAGEMENT


Chapter 1.Introduction to Sales Management
Chapter 2.Personal Selling Process
Chapter 3.Planning and Organizing Sales Force
Chapter 4.Staffing the Sales Force
Chapter 5.Training the Sales Force
Chapter 6.Directing the Sales Force
Chapter 7.Motivating and Leading The Sales Force
Chapter 8.Controlling and Evaluation the Sales Force
Chapter 9.Social, Ethical, and Legal Responsibilities


PART II: DISTRIBUTION MANAGEMENT


Chapter 10.Introduction to Distribution Management
Chapter 11.Marketing Channels
Chapter 12.Channel Institutions
Chapter 13.Wholesaling
Chapter 14.Channel Planning
Chapter 15.Channel Management
Chapter 16.Channel Information Systems
Chapter 17.Market Logistics & Supply Chain Management

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