The book has 22 chapters divided into 2 modules. • Module I Sales Management discusses the selling process, sales force automation, recruitment and selection of sales force, their training and compensation, and more. • Module II Distribution Management covers ways of designing customer-oriented marketing and logistics channels, channel information system, applications of e-commerce, and managing the international channels of distribution. Reviews The book is quite detailed with some relevant case studies. Table of contents provides adequate coverage. - Ramendra Singh, IIM Calcutta The Indian orientation is this title's major strength. - D. M. Sezhiyan, National Institute of Technology, Tiruchirappalli

Sales and Distribution Management in its third edition provides detailed discussions on the techniques and strategies used by marketers to deal with increasing competition in the market. With its application-oriented approach and new real-life cases, this book would be useful to marketing professionals besides students.

Table of contents

Module I: Sales Management

Introduction to Sales Management
Selling Skills and Selling Strategies
The Selling Process
Managing Sales Information
Sales Force Automation
Sales Organization
Management of Sales Territory
Management of Sales Quota
Recruitment and Selection of the Sales Force
Training the Sales Force
Sales Force Motivation
Sales Force Compensation & Evaluation
Sales Force Control 272

Module II: Distribution Management

Distribution Channel Management—An Introduction
Designing Customer-oriented Marketing Channels
Customer-oriented Logistics Management
E-commerce and Distribution Channel Management
Channel Information Systems
Managing Channel Member Behaviour
Managing Wholesalers and Franchisees
Retail Management
Managing the International Channels of Distribution