Sales and distribution management: decisions, strategies, and cases

By: Still, Richard R Contributor(s): Cundiff, Edward W | Govoni, Norman A. P | Puri, Sandeep Material type: Text

TextPublication details: New Delhi Pearson India Education Services Pvt. Ltd. 2022 Edition: 6thDescription: xxvi, 618 pISBN: 9789332587090Subject(s): Sales managementDDC classification: 658.81 Summary: Sales and Distribution Management, 6e 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.

List(s) this item appears in: Marketing | IT & Decision Sciences

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Marketing	658.81 STI (Browse shelf(Opens below))	1	Available		002296

Table of Content
1. All chapters have been modified keeping in mind the Indian perspective.
2. Several recent and up-to-date examples on case studies have been included.
3. 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.

Sales and Distribution Management, 6e 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.

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