Sales and Distribution Management:An Integrative Approach

图书简介

With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management. The book covers key components of the subject with a practical perspective into the role of marketing, B2B selling, retail environment, channel decisions and management, sales force management and supply chain management. Sales and Distribution Management will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which are synchronized to short-term and long-term selling orientation and are aligned with marketing decisions. The second edition of this bestselling title will be of immense value to students of management and professionals in the field. Key Features: • Focus on the core distinction between selling and marketing roles, and how to synchronize selling efforts with marketing goals • Detailed description of the process of selling for B2B consumables and how companies can promote quality in B2B markets • Textual content substantiated with appropriate examples and cases for classroom teaching and learning • Activities and application-based practice questions in each chapter for self-assessment

Preface \\ Preface to the First Edition \\ Acknowledgements \\ Setting the Context \\ Marketing and Selling: The Conflict? \\ SECTION I. Marketing and Selling \\ Role of Marketing. Building Loyalty: Consumer Behaviour View \\ Selling During Different Stages of Consumer Behaviour \\ Integrating Pull and Push \\ B2B Selling for Consumables \\ Operationalization of the Selling Function \\ SECTION II. Shopping Environment \\ Economic Development and Shopping Environment \\ Retail Environment in India \\ SECTION III. Channel Decisions: Distribution Network of a Mobile Company \\ Channel Design \\ Channel Member Selection \\ Monitoring and Developing the Channel Members: The Missing Link \\ Channel Evaluation \\ Internet as an Alternate Channel \\ Channel Conflict: Consolidated Channel Management Cases \\ SECTION IV. Sales Management Decisions \\ Sales Force Recruitment/Socialization \\ Dyadic Sale: Selling Style and Service Orientation \\ Territory Design \\ Sales Force Targets \\ Sales Force Automation \\ SECTION V. Motivating Channel Partners and Salespeople \\ Channel Commitment \\ Sales Force Motivation \\ SECTION VI Supply Chain Management: SABMiller Revamps Supply Chain Management \\ Supply Chain Management \\ Inventory Management at Retail Level \\ Sustainable Distribution \\ Appendix \\ Augmenting the Marketing Product in Line with Marketing Process \\ Urban Orientation of Rural Consumers: Implication for Consumer Goods Distribution \\ E-Waste: Disposal Behaviour of ICT Products by Indian Households \\ References \\ Index

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Sales and Distribution Management:An Integrative Approach 销售和分销管理：一个综合方法 商业经济学

Sales and Distribution Management:An Integrative Approach

销售和分销管理：一个综合方法
商业经济学