Sales and distribution management:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Oxford [u.a.]
Oxford Univ. Press
2005
|
| Ausgabe: | 4. impr. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | X, 698 S. graph. Darst. |
| ISBN: | 9780195673906 0195673905 |
Internformat
MARC
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| 650 | 4 | |a Physical distribution of goods | |
| 650 | 4 | |a Sales Management | |
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Datensatz im Suchindex
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| adam_text | Contents
Preface v
Part A Sales Management
1. Introduction to Sales
Management 3
Introduction 3
Evolution of Sales Management 4
The Nature and Role
of Sales Management 12
The Importance of
Sales Management 13
Types of Personal Selling 14
Types of Selling 17
Difference between Selfing
and Marketing 19
The Marketing Management Process 21
The Modern Day Sales Activity 25
The Sales Management Process 26
Emerging Trends in
Sales Management 32
Case Studies 39
2. Selling Skills and Selling Strategies 44
Introduction 44
Selling and Buying Styles 45
Selling Situations 49
Selling Skills 51
Case Studies 107
3. The Selling Process 113
Introduction 113
The Selling Process 114
Pre sale Preparation 116
Prospecting 119
Pre approach Before Selling 125
Approach to the Customer 127
Sales Presentation 129
Handling Customer Objections 136
Closing the Sale 140
Follow up Action 141
Case Studies 152
4. Managing Sales Information 161
Introduction 161
Forecasting Market Demand 162
Trend Projections 176
Factors Affecting Selection
of a Forecasting Method 193
Case Study 199
5. Sales Organization 202
Introduction 202
Sales Organization 202
Organizational Principles 208
Organizational Design 211
Key Account Sales 224
Sales Process Automation 225
Emerging Organizational Designs 225
Number of Salespeople 228
Case Studies 234
6. Management of Sales Territory 249
Introduction 249
Sales Territory 249
Size of Sales Territories 253
Allocation of Sales Territories 254
Designing a Sales Territory 255
Use of Information Technology 263
Case Studies 267
7. Management of Sales Quota 273
Introduction 273
Sales Quota 273
Organization of the Sales Job 277
Defining Annual Objectives 278
Procedure for Setting Quota 279
Types of Sales Quota 281
Methods of Setting Sales Quota 284
Problems in Setting Sales Quota 286
Case Studies 290
8. Recruitment and Selection of
the Sales Force 301
Introduction 301
Hiring Process 302
Challenges in Sales Force Selection 302
Planning for Recruitment 305
Sales Force Recruitment 311
Selection of a Salesperson 319
Socialization 328
Case Studies 334
9. Training the Sales Force 337
Introduction 337
Objectives of Sales Training 338
Challenges in Sales Training 339
Theories and Principles of Sales
Training 340
Role of a Trainer 343
The Training Process 344
Training Methods 356
Designing a Sales Training
Programme 364
The Process of Socialization 370
Case Studies 374
10. Sales Force Motivation 380
Introduction 380
Nature of Motivation 382
Importance of Motivation 383
The Process of Motivation 385
Theories of Motivation 389
Factors Influencing the
Motivation of the Salesperson 400
Designing a Motivational
Programme 402
Case Studies 411
11. Sales Force Compensation 417
Introduction 417
Types of Compensation Plan 421
Contents ix
Trends in Compensation
Management 433
Steps in Designing a
Compensation Plan 434
Case Studies 440
12. Evaluation of the Sales Force 446
Introduction 446
Performance Appraisal Process 447
Case Studies 466
Part B Distribution Management
13. Distribution Channel
Management—an Introduction 475
Introduction 475
Distribution Channels:
Why are they Required? 477
Activities that a Typical Distribution
Channel Performs 479
Intermediation: Is it Really Needed? 484
Value Enhancement Through
the Distribution Function 486
Distribution Channel Strategy 487
Distribution Channel Management 490
Case Study 500
14. Designing Customer oriented
Marketing Channels 503
Introduction 503
Designing a Customer
oriented Channel 504
Capturing the Customer
Requirements 506
Conceiving the Channel Flows 512
Linking the Service Output
Objectives to the Flows 521
Conducting Cost Analysis 523
Designing the Ideal Channel 525
Comparing the Ideal
with the Reality 526
Comparing the Channel Designs 528
The Channel Establishment Plan 529
Case Study 534
Sales and Distribution Management
15. Customer oriented Logistics
Management 537
Introduction 537
Objectives of Logistics 538
Logistics Planning 540
Inventory Management Decisions 553
Transportation Decisions 567
Case Study 574
16. Managing Channel Member
Bahaviour 577
Introduction 577
Channel Relationships 578
Channel Control 581
Channel Power 585
Channel Positioning 589
Channel Influence Strategies 593
Channel Conflict 598
Case Studies 611
17. Retail Management 622
Introduction 622
Retail Marketing Mix and
Retail Positioning 624
Developing and Implementing
Merchandise Strategies 626
Deciding on the Customer
Service Levels 643
Trading Format 647
Customer Communication
Strategy in Retail Outlets 658
Case Study 662
18. Managing the International
Channels of Distribution 667
Introduction 667
Differences in Customer
Expectations Across Countries 669
International Orientation of
Companies 672
The Mode of Entry Decision 673
Implications of Entry Modes 680
Case Study 691
Index 693
|
| adam_txt |
Contents
Preface v
Part A Sales Management
1. Introduction to Sales
Management 3
Introduction 3
Evolution of Sales Management 4
The Nature and Role
of Sales Management 12
The Importance of
Sales Management 13
Types of Personal Selling 14
Types of Selling 17
Difference between Selfing
and Marketing 19
The Marketing Management Process 21
The Modern Day Sales Activity 25
The Sales Management Process 26
Emerging Trends in
Sales Management 32
Case Studies 39
2. Selling Skills and Selling Strategies 44
Introduction 44
Selling and Buying Styles 45
Selling Situations 49
Selling Skills 51
Case Studies 107
3. The Selling Process 113
Introduction 113
The Selling Process 114
Pre sale Preparation 116
Prospecting 119
Pre approach Before Selling 125
Approach to the Customer 127
Sales Presentation 129
Handling Customer Objections 136
Closing the Sale 140
Follow up Action 141
Case Studies 152
4. Managing Sales Information 161
Introduction 161
Forecasting Market Demand 162
Trend Projections 176
Factors Affecting Selection
of a Forecasting Method 193
Case Study 199
5. Sales Organization 202
Introduction 202
Sales Organization 202
Organizational Principles 208
Organizational Design 211
Key Account Sales 224
Sales Process Automation 225
Emerging Organizational Designs 225
Number of Salespeople 228
Case Studies 234
6. Management of Sales Territory 249
Introduction 249
Sales Territory 249
Size of Sales Territories 253
Allocation of Sales Territories 254
Designing a Sales Territory 255
Use of Information Technology 263
Case Studies 267
7. Management of Sales Quota 273
Introduction 273
Sales Quota 273
Organization of the Sales Job 277
Defining Annual Objectives 278
Procedure for Setting Quota 279
Types of Sales Quota 281
Methods of Setting Sales Quota 284
Problems in Setting Sales Quota 286
Case Studies 290
8. Recruitment and Selection of
the Sales Force 301
Introduction 301
Hiring Process 302
Challenges in Sales Force Selection 302
Planning for Recruitment 305
Sales Force Recruitment 311
Selection of a Salesperson 319
Socialization 328
Case Studies 334
9. Training the Sales Force 337
Introduction 337
Objectives of Sales Training 338
Challenges in Sales Training 339
Theories and Principles of Sales
Training 340
Role of a Trainer 343
The Training Process 344
Training Methods 356
Designing a Sales Training
Programme 364
The Process of Socialization 370
Case Studies 374
10. Sales Force Motivation 380
Introduction 380
Nature of Motivation 382
Importance of Motivation 383
The Process of Motivation 385
Theories of Motivation 389
Factors Influencing the
Motivation of the Salesperson 400
Designing a Motivational
Programme 402
Case Studies 411
11. Sales Force Compensation 417
Introduction 417
Types of Compensation Plan 421
Contents ix
Trends in Compensation
Management 433
Steps in Designing a
Compensation Plan 434
Case Studies 440
12. Evaluation of the Sales Force 446
Introduction 446
Performance Appraisal Process 447
Case Studies 466
Part B Distribution Management
13. Distribution Channel
Management—an Introduction 475
Introduction 475
Distribution Channels:
Why are they Required? 477
Activities that a Typical Distribution
Channel Performs 479
Intermediation: Is it Really Needed? 484
Value Enhancement Through
the Distribution Function 486
Distribution Channel Strategy 487
Distribution Channel Management 490
Case Study 500
14. Designing Customer oriented
Marketing Channels 503
Introduction 503
Designing a Customer
oriented Channel 504
Capturing the Customer
Requirements 506
Conceiving the Channel Flows 512
Linking the Service Output
Objectives to the Flows 521
Conducting Cost Analysis 523
Designing the Ideal Channel 525
Comparing the Ideal
with the Reality 526
Comparing the Channel Designs 528
The Channel Establishment Plan 529
Case Study 534
Sales and Distribution Management
15. Customer oriented Logistics
Management 537
Introduction 537
Objectives of Logistics 538
Logistics Planning 540
Inventory Management Decisions 553
Transportation Decisions 567
Case Study 574
16. Managing Channel Member
Bahaviour 577
Introduction 577
Channel Relationships 578
Channel Control 581
Channel Power 585
Channel Positioning 589
Channel Influence Strategies 593
Channel Conflict 598
Case Studies 611
17. Retail Management 622
Introduction 622
Retail Marketing Mix and
Retail Positioning 624
Developing and Implementing
Merchandise Strategies 626
Deciding on the Customer
Service Levels 643
Trading Format 647
Customer Communication
Strategy in Retail Outlets 658
Case Study 662
18. Managing the International
Channels of Distribution 667
Introduction 667
Differences in Customer
Expectations Across Countries 669
International Orientation of
Companies 672
The Mode of Entry Decision 673
Implications of Entry Modes 680
Case Study 691
Index 693 |
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| index_date | 2024-07-02T14:13:17Z |
| indexdate | 2024-07-09T20:37:02Z |
| institution | BVB |
| isbn | 9780195673906 0195673905 |
| language | English |
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| spelling | Panda Tapan K. Verfasser aut Sales and distribution management Tapan K. Panda ; Sunil Sahadev 4. impr. Oxford [u.a.] Oxford Univ. Press 2005 X, 698 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Marketing channels Physical distribution of goods Sales Management Vertriebsorganisation (DE-588)4078869-6 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Verkauf (DE-588)4117346-6 s Management (DE-588)4037278-9 s DE-604 Vertriebsorganisation (DE-588)4078869-6 s Sahadev, Sunil Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014709556&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Panda Tapan K. Sahadev, Sunil Sales and distribution management Marketing channels Physical distribution of goods Sales Management Vertriebsorganisation (DE-588)4078869-6 gnd Management (DE-588)4037278-9 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4078869-6 (DE-588)4037278-9 (DE-588)4117346-6 |
| title | Sales and distribution management |
| title_auth | Sales and distribution management |
| title_exact_search | Sales and distribution management |
| title_exact_search_txtP | Sales and distribution management |
| title_full | Sales and distribution management Tapan K. Panda ; Sunil Sahadev |
| title_fullStr | Sales and distribution management Tapan K. Panda ; Sunil Sahadev |
| title_full_unstemmed | Sales and distribution management Tapan K. Panda ; Sunil Sahadev |
| title_short | Sales and distribution management |
| title_sort | sales and distribution management |
| topic | Marketing channels Physical distribution of goods Sales Management Vertriebsorganisation (DE-588)4078869-6 gnd Management (DE-588)4037278-9 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | Marketing channels Physical distribution of goods Sales Management Vertriebsorganisation Management Verkauf |
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