This book, Sales and Distribution Management provides an overview of the sales and distribution function. It provides insights toward delineating the areas in which sales managers make decisions, analyzing decision alternatives and criteria in the sales areas and providing cases as real-life examples of decision situations. All chapters have been modified keeping in mind the Indian perspective. Several recent and up-to-date examples on case studies have been included. 5 new chapters on Distribution Management emphasizing the role of channel partners, channel management, channel information systems, logistics and supply chain management have been included.
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