Sales and Distribution Management: Leveraging Emerging Technologies | 4th Edition | Krishna K. Havaldar, Vasant M. Cavale & Subrata Kumar Nandi

Author: Subrata Kumar Nandi

Brand: McGraw-Hill Education

Binding: paperback

Number Of Pages: 832

Release Date: 01-10-2025

Details: 📘 About the Book

This popular and widely accepted text offers a comprehensive and practical exploration of Sales and Distribution Management concepts, strategies, and applications. It is designed for students, instructors, and industry professionals. The book bridges the gap between theory and practice, addressing evolving industry trends, emerging technologies, and real-world challenges.
With its balanced focus on foundational principles and advanced practices, the book equips readers to navigate the dynamic landscape of Sales and Distribution Management (SDM) effectively.

✨ Salient Features
Dedicated chapter on ‘Leveraging Technology for Sales and Distribution Management’ covering key applications of technologies used in SDM. Balanced coverage of theory and real-world applications. 34 chapter-end cases and 10 integrated cases, which include topics from several chapters. Excellent pedagogy with learning objectives, opening vignettes, chapter summaries, key terms, and glossary.

🌐 Web Supplements


Instructor Resources

A wealth of information is available online through McGraw-Hill’s Connect. In the Connect Instructor Library, the following supplementary materials are available, specifically created for this text. These can be accessed at: https://connect.mheducation.com PowerPoint Presentations Case Notes Answers to chapter-end objective and application questions

Student Resources
Glossary Additional case studies Other reading materials

📑 Table of Contents


SECTION I: SALES MANAGEMENT
Introduction to Sales Management Personal Selling Process Strategic Planning, Sales Strategy, Sales Forecasting, and Budgeting Management of Sales Territories and Quotas Organizing and Staffing the Salesforce Training, Motivating, Compensating, and Leading the Sales Force Evaluating and Controlling Salespeople Sales Promotion

SECTION II: DISTRIBUTION MANAGEMENT
Introduction to Distribution Marketing Channels Channel Institutions—Retailing Channel Institutions: Wholesaling Designing Channels Channel Management Channel Information Systems Market Logistics and Supply Chain Management

SECTION III: TECHNOLOGY IN SALES AND DISTRIBUTION MANAGEMENT
Leveraging Technologies for Sales and Distribution Management

EAN: 9789364444460

Package Dimensions: 7.9 x 7.1 x 0.8 inches

Languages: English