Sales & distribution management : an integrative approach

Table of contents: Marketing and Selling: The Conflict? SECTION I. Marketing and Selling Role of Marketing. Building Loyalty: Consumer Behaviour View Selling During Different Stages of Consumer Behaviour Integrating Pull and Push B2B Selling for Consumables Operationalization of the Selling Function SECTION II. Shopping Environment Economic Development and Shopping Environment Retail Environment in India SECTION III. Channel Decisions: Distribution Network of a Mobile Company Channel Design Channel Member Selection Monitoring and Developing the Channel Members: The Missing Link Channel Evaluation Internet as an Alternate Channel Channel Conflict: Consolidated Channel Management Cases SECTION IV. Sales Management Decisions Sales Force Recruitment/Socialization Dyadic Sale: Selling Style and Service Orientation Territory Design Sales Force Targets Sales Force Automation SECTION V. Motivating Channel Partners and Salespeople Channel Commitment Sales Force Motivation SECTION VI Supply Chain Management: SABMiller Revamps Supply Chain Management Supply Chain Management Inventory Management at Retail Level Sustainable Distribution Appendix Augmenting the Marketing Product in Line with Marketing Process Urban Orientation of Rural Consumers: Implication for Consumer Goods Distribution E-Waste: Disposal Behaviour of ICT Products by Indian Households

The book provides a hands-on perspective on the role of marketing, B2B selling, the retail environment, channel decisions and management, sales force management, and supply chain management, among other important aspects of the topic. This book will assist readers in constructing frameworks for planning and implementing sales and distribution decisions that are aligned with marketing decisions and coordinated with short- and long-term selling orientation. This book's second edition will be an indispensable resource for management students and professionals.