Fundamentals of sales and distribution management text and cases
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| Format: | Buch |
| Sprache: | English |
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New Delhi [u.a.]
I.K. International Publ. House
2011
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| 245 | 1 | 0 | |a Fundamentals of sales and distribution management |b text and cases |c Bholanath Dutta |
| 264 | 1 | |a New Delhi [u.a.] |b I.K. International Publ. House |c 2011 | |
| 300 | |a XIV, 281 S. |b Ill., graph. Darst. | ||
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| _version_ | 1819682946974482432 |
|---|---|
| adam_text | Titel: Fundamentals of sales and distribution management
Autor: Dutta, Bholanath
Jahr: 2011
CONTENTS
Preface vii
Acknowledgements ix
The Author xvii
1. Introduction and Basic Concepts 1
Personal Selling 5
Definition of Sale and Salesmanship 12
Marketing Environment 13
Sales Management Environment 18
Sales Forecasting 21
Sales Planning Process 25
Sales Management Process 26
Different Sales Strategies 28
Methods of Selling 29
2. Organizing and Executing the Sales 35
Sales Department Relations 45
Prospecting 49
Preapproach: Planning the Sale 50
The Approach 52
Need Assessment 52
The Presentation 53
Meeting Objections 54
Gaining Commitment 55
Closing the Sales and Follow-up 56
Closing Sales 57
Theories of Selling 59
Sales Personality 63
Sales Force Management 67
Recruitment Sources 69
Recruitment Process 69
Selection Process 69
Training Sales Representatives 72
Supervising Sales Representatives 74
Buyer-Seller Dyads 77
Types of Selling Jobs 77
Salesman Motivation 80
Motivation Model 81
Disciplined Work 81
Motivation Theory 85
Maslow s Hierarchy of Needs 85
Herzberg s Motivation-Hygiene Theory 86
Theory X and Theory Y 87
Contemporary Views on Motivation 88
Salesman Compensation 93
Compensation Technique 99
Sales Budgeting Procedures 106
Sales Quota 107
Sales Force Management System 111
Overview of Distribution Management 117
Consumer Marketing Channel 119
Industrial Marketing Channel 120
Road Transportation 122
Railways 123
Water Transport 125
Air 126
Pipelines 127
Ropeways 128
Freight Management 128
Containerization 131
Logistic and Supply Chain Management 132
Logistics and Competitive Performance 136
Physical Distribution Management 139
The Systems or Total Approach to PDM 141
Distribution and Logistics Cost 142
Channel Information Systems 142
5. Managing Marketing Intermediaries 147
Wholesaler 148
Intermediaries 148
Merchant Wholesalers 148
Sole Distributorship 149
Franchising 149
Retail Outlets 149
Department Stores 150
Chain Stores or Multiple Shops 151
Supermarkets 151
Channel Design 159
Multilevel Marketing (MLM)/Network Marketing 160
Network Marketing Success Stories in India 162
6. Retail Management 173
Key Trends in Urban India 174
The Indian Retail Sector 175
Key Trends in Rural India 177
The Hidden Challenges 178
Definition 178
Strategies 178
Characteristics of Retailing 179
Functions of Retailing 180
Categorizing Retailers 182
Retail Organization 184
Classification of Retail Units 185
Trends in Retail Formats 187
The Future of Retailing 191
Growing Importance of Retail Technology 191
7. Logistics Information System and International Logistics 193
Logistical Information Functionality 195
Logistical Organization 197
International Logistics 199
Transportation Infrastructure 201
Supply Chain Management 204
Global Supply Chain Management 215
Latest Technologies in the Logistics 216
8. Warehouse Management 227
Types of Warehouses 229
Factors to Look before Warehouse Location Selection 233
Storage Management 234
Warehouse Design 236
Service benefits of Warehousing 238
Pilferage Protection 239
Product Deterioration 240
Shrinkage 240
Pest Control 241
Inventory Management 242
Inventory Control 242
Modern Warehouse Management 247
CASE STUDIES
1. Everyone is Part of the Sales Team 255
2. Soya Bean Milk Company 256
3. Nokia Plans to Design Handsets for Disabled 258
4. What Information is Needed? 259
5. Plans Don t Always Work 260
6. The Wilson Company 261
Is the Sales Manager s Job Really for Me? 261
7. Good Packaging can Change Consumer Perception 263
8. Whole Food Distribution Company 265
9. Apex Electrical Company Ltd. 267
10. Dilemma in Dividend Payment 269
Index 271
|
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| ctrlnum | (OCoLC)918304586 (DE-599)HBZHT017107551 |
| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV039842506 |
| illustrated | Illustrated |
| indexdate | 2024-12-24T02:31:37Z |
| institution | BVB |
| isbn | 9789380578910 |
| language | English |
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| physical | XIV, 281 S. Ill., graph. Darst. |
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| spellingShingle | Dutta, Bholanath Fundamentals of sales and distribution management text and cases |
| title | Fundamentals of sales and distribution management text and cases |
| title_auth | Fundamentals of sales and distribution management text and cases |
| title_exact_search | Fundamentals of sales and distribution management text and cases |
| title_full | Fundamentals of sales and distribution management text and cases Bholanath Dutta |
| title_fullStr | Fundamentals of sales and distribution management text and cases Bholanath Dutta |
| title_full_unstemmed | Fundamentals of sales and distribution management text and cases Bholanath Dutta |
| title_short | Fundamentals of sales and distribution management |
| title_sort | fundamentals of sales and distribution management text and cases |
| title_sub | text and cases |
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