Comprehensive Coverage of Sales Management: This edition offers an in-depth analysis of sales management responsibilities, including planning and implementing sales and distribution programs. It provides insights into decision-making areas for sales managers, analyzing alternatives and criteria in sales scenarios. ?, Indian Market Perspective: All chapters have been revised to reflect the Indian business environment, incorporating recent and relevant case studies to provide practical insights into sales and distribution management within the Indian context. ?, Expanded Content on Distribution Management: The sixth edition introduces five new chapters focusing on distribution management, emphasizing the role of channel partners, channel management, channel information systems, logistics, and supply chain management. ?, Real-World Case Studies: The book includes numerous up-to-date examples and case studies, illustrating real-life decision situations and enhancing the practical understanding of sales and distribution strategies. ?, Academic and Professional Utility: With its comprehensive approach and practical insights, this edition serves as a valuable resource for both students and professionals in the fields of marketing, sales, and distribution management. ?

12

18

8

300

1

Sales and Distribution Management

2017