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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Venugopal, Pingali, 1958-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New Delhi, India : Thousand Oaks, Calif. : Response Books ; Sage Publications, 2008.
Temas:
Sales management > India > Management.
Physical distribution of goods > India > Management.
Marketing channels > India > Management.
Ventes > Gestion > Inde.
Distribution (Économie politique) > Inde > Gestion.
Circuits de distribution > Inde > Gestion.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Marketing channels > Management.
Physical distribution of goods > Management.
India.
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

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