Sales and Distribution Management

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Details

Chapter Code: SDMC01
Textbook:
Pages : 514; Paperback;
210 X 275 mm approx.

Suggested Case Studies

Workbook:
Pages : 352; Paperback;
210 X 275 mm approx.

Detail Table of Contents

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Textbook Price: Rs. 900;
Workbook Price: Rs. 700;
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Introduction to Sales Management : Suggested Case Studies

Chapters	Chapter Name	Suggested Case Studies
The Sales Perspective
• Chapter 01 • Chapter 02 • Chapter 03 • Chapter 04 • Chapter 05	: Introduction to Sales Management : The Sales Organization : Sales Functions and Policies : Personal Selling : International Sales Management	• Organization Restructuring at Nokia • TI Cycles - Targeting Urban Adults • Product Line Pruning at P&G • Tupperware in India • Levi Strauss in India • Eureka Forbes - The Direct Marketing • Mary Kay Inc. - The Saleswomen • Indian Aviation - Price Wars & More • Anti-Dumping Regulations in India
Planning the Sales Effort
• Chapter 06 • Chapter 07 • Chapter 08 • Chapter 09 • Chapter 10	: Sales Planning : Sales Budgets : Estimating Market Potential and Forecasting Sales : Sales Quotas : Sales and Cost Analysis	• VAT - Overhauling the Indian Indirect Tax System • HLL - Reinventing Distribution • Max New York Life - The 3P Strategy • Maruti Udyog Limited - The Pricing Dilemma • Subhiksha - Discount Store with a Difference
Organizing and Directing the Sales Efforts
• Chapter 11 • Chapter 12 • Chapter 13 • Chapter 14 • Chapter 15 • Chapter 16	: Hiring and Training Sales Personnel : Time and Territory Management : Compensating Sales Personnel : Motivating the Sales Force : Leading the Sales Force : Evaluating Sales Force Performance	• Dealer Training Programs - A New Trend • HR Practices of the Container Store • Novartis - Managing the Sales Force • Computer Associates - Moving Toward Territory Management • Carly Fiorina at HP • Kishore Biyani - Pioneering a Retailing Revolution in India • Women Sales Force at Tupperware • LG India - Approach to Rural Markets
Distribution Management
• Chapter 17 • Chapter 18 • Chapter 19 • Chapter 20	: Marketing Logistics : Marketing Channels : Channel Integration : Channel Management	• Cemex and its Technology Initiatives • Streamlining Logistics at General Motors Corp • Reverse Logistics - Gaining Importance • TVS Logistics - Building a Global Supply Chain • Distribution Strategies of Foreign Educational Institutions in India • Inventory Management at Amazon.com • Indian Post Office - Redefining Distribution • TATA Chemicals - Reaching Out to the Masses • ICICI Prudential - Multiple Distribution Channels • HLL - Reinventing Distribution • Asian Paints - Blending Technology and Distribution • Indian Film Distribution - The Transition Phase • Tupperware in India • Goodyear Tires - Managing Dealer Relations • PepsiCo's Distribution and Logistics Operations • Yellow Transportation Inc.- The Tech Leader of the Trucking Industry in India • Carrefour - Managing the Global Supply Chain • Inventory Management at Amazon.com • TVS Logistics - Building a Global Supply Chain • Revamping the Supply Chain - The Ashok Leyland Way • Sears - Logistics Management Practices • Unilever Restructures its Supply Chain Management Practices
Channel Control
• Chapter 21 • Chapter 22 • Chapter 23	: Evaluating Channel Performance : Managing Channel Conflicts : Channel Information Systems	• Baskin Robbins - Sales Strategy for India • Goodyear Tires - Managing Dealer Relations • Channel Conflict at Apple • Apple Computer - The Reseller Conflict • Information Technology Initiatives at Shoppers' Stop • Maruti Udyog - Using Technology in Logistics • Asian Paints - Blending Technology and Distribution • Mahamaza.com - Bringing e-commerce to Rural India • Cemex and its Technology Initiatives
Channel Institutions & Future Trends
• Chapter 24 • Chapter 25 • Chapter 26	: Wholesaling : Retailing : Ethical and Social Issues in Sales & Distribution Management	• Food Corporation of India • Secret of Honda's Success • Foreign Direct Investment (FDI) in the Indian Retail Sector • Viveks - Retailing Strategies • McDonald's Food Chain in India • Apple iTunes: Changing the Face of Online Music Retailing • Akbarallys - Reinventing for Profits • GE - Ethics and Social Responsibility • The Times of India and Ethics • The Times of India and Ethics • Cadbury and the Worm Controversy • Reliance Infocomm - The Question of Ethics

1] Introduction to Sales Management
2] The Sales Organization
3] Sales Functions and Policies
4] Personal Selling
5] International Sales Management
6] Sales Planning
7] Sales Budgets
8] Estimating Market Potential and Forecasting Sales
9] Sales Quotas
10] Sales and Cost Analysis
11] Hiring and Training Sales Personnel
12] Time and Territory Management
13] Compensating Sales Personnel
14] Motivating the Sales Force
15] Leading the Sales Force
16] Evaluating Sales Force Performance
17] Marketing Logistics
18] Marketing Channels
19] Channel Integration
20] Channel Management
21] Evaluating Channel Performance
22] Managing Channel Conflicts
23] Channel Information Systems
24] Wholesaling
25] Retailing
26] Ethical and Social Issues in Sales & Distribution Management