Sales and Distribution Management


ICMR India ICMR India ICMR India ICMR India RSS Feed

Img: 1 2 3


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

Suggested Case Studies

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

Detail Table of Contents

Click below to view
HTML            PDF


Textbook Price: Rs. 900;
Workbook Price: Rs. 700;
Shipping & Handling Charges: Rs. 100 per book;
Books Available only in INDIA

Chapter Price : Rs. 100
To download chapters in electronic format, click on the button below, and select the chapter from the list of available chapters.

Buy Now

To order the entire book click on the button below, and select the book from the list of available books:

Please allow 5 to 10 days for delivery of the Book.

Managerial Effectiveness: Managing the Self and Others

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
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
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 - 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