Krishna K Havaldar,
Alliance Business Academy, Bangalore Vasant M Cavale,
Management Consultant, Bangalore
ISBN: 0070611904 Copyright year: 2007
This book would fulfill the need for a text that 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.
With its treatment and coverage, the book would be useful to the students of MBA/ PGDM programs of autonomous institutions and universities. Practicing professionals working in the areas of sales and marketing management would find it a useful reference.
Pedagogical Aids
Learning objectives
Chapter Summary
Glossary of Key Terms
Conceptual Questions
Objective-Type Questions
Application Questions
Cases for Analysis
Comprehensive Cases
Errata: Opening page of Chapter 3. This replaces a wrong page (case opening page) which was going at the beginning of Chapter 3 in the book. Chapter 3 - Opening page
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