Venugopal Pingali (7 results)

Soft cover. Condition: New. 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. …

Hardcover. Condition: New. 1st Edition. Contents: Preface. Introduction. I. Marketing and retail environment: 1. Marketing: Consumer Decision Process. 2. Economic Development and Selling Environment. 3. Shopping Environment in India. 4. Retail Profiling. 5. Retail Management Practices. II. Strategies decisions in sales and distribution management: 6. Selling Strategy-Interface between Advertising, Sales Force and Channel. 7. Channel Design. 8. Internet as an Alternate Channel. 9. Selling Style and Service Orientation. III. Operational Decisions in Channel Management: 10. Channel Member Selection and Appointment. 11. Channel Commitment. 12. Appraisal of Channel Members. 13. Channel Conflict. 14. Channel Management System. 15. Channel Evaluation. IV. Operational Decisions of Sales Mangement: 16. Sales Force Recruitment. 17. Territory Design. 18. Sales Force Motivation. 19. Sales Force Targets and Appraisal. Appendices. References. Index. Though India has become a lucrative market for various companies, the unique characteristics of its market throw up a variety of challenges. Sales and Distribution Management: An Indian Perspective aims to understand these challenges. Building on an understanding of the consumer decision process, the book defines the roles of marketing and selling strategies. Secondly adopting a customer-centric approach to sales and distribution management, the book deals with making strategic decisions keeping the end consumer in mind and making operational decisions keeping the channel member and the sales force in focus. It highlights the importance of behavioural transactions in completing a sale and also discusses the service orientation required for selling different products. With its unique approach, generalized frameworks, elaborate research and extensive data analysis, this book will be of immense value to sales and distribution professionals of the Indian corporate sector and marketing departments of national and multinational companies in India. It is a highly recommended reading for students and teachers in Indian business schools studying Sales Management and Distribution Management. (jacket). …

Condition: new. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.

Condition: New.

Condition: NEW.

Condition: New.

Condition: new. Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability.