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Sales and Distribution Management
An Indian Perspective
First Edition
- Pingali Venugopal - Chairperson, Center for Global Management and Responsible Leadership, XLRI
October 2008 | 340 pages | SAGE Publications Pvt. Ltd
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, the book defines the roles of marketing and selling strategies. Secondly adopting a customer-centric approach to sales and distribution management, the book deals with making strategic decisions keeping the end consumer in mind and making operational decisions keeping the channel member and the sales force in focus. It highlights the importance of behavioural transactions in completing a sale and also discusses the service orientation required for selling different products.
With its unique approach, generalized frameworks, elaborate research and extensive data analysis, this book will be of immense value to sales and distribution professionals of the Indian corporate sector and marketing departments of national and multinational companies in India. It is a highly recommended reading for students and teachers in Indian business schools studying Sales Management and Distribution Management.
Building on an understanding of the consumer decision process, the book defines the roles of marketing and selling strategies. Secondly adopting a customer-centric approach to sales and distribution management, the book deals with making strategic decisions keeping the end consumer in mind and making operational decisions keeping the channel member and the sales force in focus. It highlights the importance of behavioural transactions in completing a sale and also discusses the service orientation required for selling different products.
With its unique approach, generalized frameworks, elaborate research and extensive data analysis, this book will be of immense value to sales and distribution professionals of the Indian corporate sector and marketing departments of national and multinational companies in India. It is a highly recommended reading for students and teachers in Indian business schools studying Sales Management and Distribution Management.
Preface
Introduction
I: MARKETING AND RETAIL ENVIRONMENT
Marketing: Consumer Decision Process
Economic Development and Selling Environment
Shopping Environment in India
Retail Profiling
Retail Management Practices
II: STRATEGIC DECISIONS IN SALES AND DISTRIBUTION MANAGEMENT
Selling Strategy-Interface between Advertising, Sales Force and Channel
Channel Design
Internet as an Alternate Channel
Selling Style and Service Orientation
III: OPERATIONAL DECISIONS IN CHANNEL MANAGEMENT
Channel Member Selection and Appointment
Channel Commitment
Appraisal of Channel Members
Channel Conflict
Channel Management System
Channel Evaluation
IV: OPERATIONAL DECISIONS OF SALES MANAGEMENT
Sales Force Recruitment
Territory Design
Sales Force Motivation
Sales Force Targets and Appraisal
Appendix: Rural Distribution Emerging Formats
References
Index
The book…helps to understand the role of marketing and selling strategies in an Indian context… It can provide immense value not only to academicians but also to the professionals who are associated with the field. The book is unique due to its distinctive approach which is complemented with elaborate research and extensive data analysis…. The book provides excellent reading material and helps in explaining various aspects of sales force management.