Sales and distribution management: An integrative approach

Donated by: Githa Heggde

Content:

Setting the Context: Case of an Investment Advisor
1. Marketing and Selling: The Conflict?
SECTION 1. MARKETING AND SELLING
2. Role of Marketing - Building Loyalty: Consumer Behaviour View
3. Selling during Different Stages of Consumer Behaviour
4. Integrating Pull and Push
5. B2B Selling for Consumables
6. Operationalization of the Selling Function
SECTION 2. SHOPPING ENVIRONMENT
7. Economic Development and Shopping Environment
8. Retail Environment in India
SECTION 3. CHANNEL DECISIONS
Distribution Network of a Mobile Company
9. Channel design
10. Channel Member Selection
11. Monitoring and Developing the Channel Members: The Missing Link
12. Channel Evaluation
13. Internet as an Alternate Channel
14. Channel Conflict
SECTION 4. SALES MANAGEMENT DECISIONS
The Framework
15. Salesforce Recruitment / Socialization
16. Dyadic Sale: Selling Style and Service Orientation
17. Territory Design
18. Salesforce Targets
19. Salesforce Automation

SECTION 5. MOTIVATING CHANNEL PARTNERS AND SALESPEOPLE

20. Channel commitment
21. Salesforce Motivation
SECTION 6. SUPPLY CHAIN MANAGEMENT

22. Supply Chain Management
23. Inventory Management at Retail Level
24. Sustainable Distribution
Appendices
A Augmenting the Marketing Product in Line with Marketing Process
B Urban Orientation of Rural Consumers: Implication for Consumer Goods Distribution
C Ethics in Selling