Sales & Distribution Management

Tapan K. Panda is Dean, Jindal Global Business School (JGBS) at O.P. Jindal Global University (JGU). Prior to this, he was Dean & Professor of Marketing at School of Management, BML Munjal University. He has also been Director at Great Lakes Institute of Management, Chennai and a full time faculty in the area of marketing at Indian Institute of Management (IIM) Indore, Kozhikode and Lucknow. Sunil Sahadev is Senior Lecturer in Marketing Management at the University of Sheffield, UK. He was earlier Assistant Professor in Marketing, IIM Kozhikode. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he has over eight years of teaching experience in distribution channel management at the postgraduate level. He is actively involved in research and consultancy and has authored numerous papers published in international journals.

PART A SALES MANAGEMENT
1. Introduction to Sales Management
2. Selling Skills and Selling Strategies
3. The Selling Process
4. Managing Sales Information
5. Sales Force Automation
6. Sales Organization
7. Management of Sales Territory
8. Management of Sales Quota
9. Recruitment and Selection of the Sales Force
10. Training the Sales Force
11. Sales Force Motivation
12. Sales Force Compensation and Evaluation
13. Sales Force Control
PART B DISTRIBUTION MANAGEMENT
14. Distribution Channel Management-An Introduction
15. Designing Customer-oriented Marketing Channels
16. Customer-oriented Logistics Management
17. E-commerce and Distribution Channel Management
18. Channel Information Systems
19. Managing Channel Member Behaviour
20. Managing Wholesalers and Franchisees
21. Retail Management
22. Managing the International Channels of Distribution