Sales and distribution management : an Indian perspective /
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, t...
Clasificación: | Libro Electrónico |
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Autor principal: | |
Formato: | Electrónico eBook |
Idioma: | Inglés |
Publicado: |
New Delhi, India : Thousand Oaks, Calif. :
Response Books ; Sage Publications,
2008.
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Temas: | |
Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Cover; Contents; Preface; Acknowledgements; Introduction; Marketing: Consumer Decision Process; Economic Development and Selling Environment; Shopping Environment in India; Retail Profiling; Retail Management Practices; Selling Strategy-Interface between Advertising, Sales Force and Channel; Channel Design; Internet as an Alternate Channel; Selling Style and Service Orientation; Channel Member Selection and Appointment; Channel Commitment; Appraisal of Channel Members; Channel Conflict; Channel Management System; Channel Evaluation; Sales Force Recruitment; Territory Design
- Sales Force MotivationSales Force Targets and Appraisal; Appendix: Rural Distribution Emerging Formats; References; Author Index; Subject Index; Company and Brand Index; About the Author