Sales Management, Marketing 

With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management. The book covers key components of the subject with a practical perspective into the role of marketing, B2B selling, retail environment, channel decisions and management, sales force management and supply chain management. Sales and Distribution Management will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which are synchronized to short-term and long-term selling orientation and are aligned with marketing decisions. The second edition of this bestselling title will be of immense value to students of management and professionals in the field.

Key Features:

• Focus on the core distinction between selling and marketing roles, and how to synchronize selling efforts with marketing goals •
Detailed description of the process of selling for B2B consumables and how companies can promote quality in B2B markets •
Textual content substantiated with appropriate examples and cases for classroom teaching and learning • Activities and application-based practice questions in each chapter for self-assessment 

Setting the Context: Case of an Investment Advisor

1. Marketing and Selling: The Conflict?

SECTION 1. MARKETING AND SELLING
2. Role of Marketing—Building Loyalty: Consumer Behavior View
3. Selling during Different Stages of Consumer Behavior
4. Integrating Pull and Push
5. B2B Selling for Consumables
6. Operationalization of the Selling Function

SECTION 2. SHOPPING ENVIRONMENT
7. Economic Development and Shopping Environment
8. Retail Environment in India

SECTION 3. CHANNEL DECISIONS
9. Channel Design
10. Channel Member Selection
11. Monitoring and Developing the Channel Members: The Missing Link
12. Channel Evaluation
13. Internet as an Alternate Channel
14- Channel Conflict

SECTION 4. SALES MANAGEMENT DECISIONS
15. Salesforce Recruitment/Socialization
16. Dyadic Sale: Selling Style and Service Orientation
17. Territory Design
18. Salesforce Targets
19. Salesforce Automation

SECTION 5. MOTIVATING CHANNEL PARTNERS AND SALESPEOPLE
20. Channel Commitment
21. Salesforce Motivation

SECTION 6. SUPPLY CHAIN MANAGEMENT
22. Supply Chain Management
23. Inventory Management at Retail Level
24- Sustainable Distribution
 

Note: Include references and index