Sales and distribution management:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Oxford [u.a.]
Oxford Univ. Press
2012
|
| Ausgabe: | 2. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVIII, 728 S. Ill., graph. Darst. |
| ISBN: | 9780198077046 0198077041 |
Internformat
MARC
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| 245 | 1 | 0 | |a Sales and distribution management |c Tapan K. Panda ; Sunil Sahadev |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Oxford [u.a.] |b Oxford Univ. Press |c 2012 | |
| 300 | |a XVIII, 728 S. |b Ill., graph. Darst. | ||
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| 650 | 4 | |a Marketing channels | |
| 650 | 4 | |a Physical distribution of goods | |
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Datensatz im Suchindex
| _version_ | 1804148893195173888 |
|---|---|
| adam_text | Titel: Sales and distribution management
Autor: Panda, Tapan K.
Jahr: 2012
Detailed Contents
Preface to the Second Edition Hi
Preface to the First Edition viii
Features of the Book x
PART A SALES MANAGEMENT
Managing Body Language 53
Introduction to Sales Management 3 Listening Skills 56
Introduction 3 Conflict Management Skills 59
Evolution of Sales Management 4 Negotiation Skills 64
The Evolution of Personal Selling Strategies 6 Problem-solving Skills 84
Marketing Concepts 7 CS2./.-MRF Tyres 97
The Nature and Role of Sales Management 11 CS 2.2: Wizer Technologies 97
The Importance of Sales Management 13
Types of Personal Selling 14 3. The Selling Process 101
Industrial Selling 14 Introduction 101
Retail Selling 15 The Selling Process 102
Services Selling 15 Stages in the Selling Process 104
Types of Selling 16 Pre-sale Preparation 104
Order Taker Salespeople 17 Prospecting 107
Order Creators 17 The Process of Prospecting 108
Order Getters 17 Methods of Prospecting 109
Difference between Selling and Marketing 18 Pre-approach Before Selling 112
The Marketing Management Process 20 Approach to the Customer 114
The Role of Sales Management in Sales Presentation 116
Marketing 22 Approaches to Sales Presentation 116
The Modern-day Sales Activity 24 Methods of Sales Presentation 118
The Sales Management Process 25 Handling Customer Objections 122
Formulation of a Strategic Sales Management Methods of Handling Customer
Programme 25 Objections 124
Implementation of a Strategic Sales Management Closing the Sale 126
Programme 27 Methods of Closing the Sale 126
Evaluation and Control of a Strategic Sales Follow-up Action 127
Management Programme 29 Business-to-business Selling 132
Emerging Trends in Sales Management 30 CS 3.1: Patni Computers: A Solution Selling
CS1.1: Vishaljulka s Dilemma 37 Company 135
CS 1.2: GE Countrywide 38 CS 3.2: Diary of an Insurance Seller 139
CS 3.3:1 urn the Best 141
Selling Skills and Selling Strategies 41
Introduction 41 Managing Sales Information 143
Selling and Buying Styles 42 Introduction 143
Selling Situations 46 Forecasting Market Demand 144
The Sales Task and Function 46 The Market Demand Function 145
Selling Skills 47 Market Demand Forecasting 146
Communication Skills 49 Marketing Decision Support System 147
The Communication Process 49 Importance of Sales Forecasting 148
The Forecasting Process 150 Line Organization 214
Approaches to Sales Forecasting 151 Organizational Design by Territory 216
Sales Forecasting Methods 152 Organizational Design by Management
Qualitative Methods of Forecasting 153 Function 217
Quantitative Methods of Forecasting 155 Organizational Design by Product 219
Trend Projections 157 Organizational Design by Customer 221
Naive Method 157 Combined Organizational Design 222
Free Hand or Graphic Method 158 Key Account Sales 226
Method of Semi-averages 158 Sales Process Automation 227
Method of Moving Averages 159 Emerging Organizational Designs 227
Method of Least Square 160 Agency and Distribution Selling 227
Decomposition Method 161 Shared Sales Force 228
Exponential Smoothing Method 162 Telemarketing 228
Autoregressive Moving Averages 164 Total Quality Management and Team-based
Correlation Analysis 164 Selling 229
Regression Analysis 165 Number of Salespeople 230
Market Factor Indices Method 169 Affordability Method 230
Econometric Techniques 171 Incremental Method 231
Factors Affecting Selection of a Forecasting Workload Method 231
Method 172 CS 6.1: Designing a Sales Organization for
CS 4.1: Tata Timken Company Limited 177 Hindustan Unilever Limited 235
CS 6.2: SAS India 245
5. Sales Force Automation 179
Introduction 179 7. Management of Sales Territory 248
Sales Force Automation-What is it? 180 Introduction 248
Sales Process Automation 180 Sales Territory 248
Benefits of Customer Relationship Management Advantages 249
and Sales Force Automation 181 Disadvantages 251
Objectives of Customer Relationship Size of Sales Territories 252
Management and Sales Force Allocation of Sales Territories 253
Applications - 182 Designing a Sales Territory 254
Types of Sales Force Automation Tools 183 Criteria for Selecting Geographical Control
Mobile Sales Force Automation 189 Units 256
Understanding Electronic Data Interchange 191 Starting Point 257
Electronic Mail and Electronic Data Territory Shapes 257
Interchange 191 Control Units Adjacent to the Starting
Functionality of Sales Force Automation 192 Point 258
Field Force Automation 193 Allocation Criteria and Workload Analysis 258
C5 5.1:Godrej Lifespace 196 New Territories 261
6. Sales Organization 206 Use of Information Technology 262
Introduction 206 CS 7.1.The Territorial Des.gn of German
Remedies 265
CS 7.2: Maruti Udyog Limited: Sales and
Sales Organization 206
Factors Influencing Structure 208
Changes in Structure 209
Organizational Principles 212
Span of Control 212
Centralization and Decentralization 213
Integration and Coordination 213 8. Management of Sales Quota 271
Organizational Design 214 Introduction 271
CS 7.3: Blow Plast India Limited: Eastern Zone
Sales 266
CS 7.4: Geometric Software 268
Sales Quota 271 Challenges in Sales Training 330
Importance of Sales Quota 272 Theories and Principles of Sales Training 331
Principles of Quota Setting 273 Role of A Trainer 334
Organization of The Sales Job 274 The Training Process 335
Defining Annual Objectives 276 Training Need Assessment Phase 335
Procedure for Setting Quota 276 Designing and Conduct Phase 338
Conferencing with Each Salesperson 277 Evaluation Phase 344
Types of Sales Quota 278 Training Methods 345
Sales Volume Quota 278 Didactic Method 346
Sales Budget Quota 279 Visual Support 348
Sales Activity Quota 280 Participative 349
Combination Quota 281 Conferences 349
Methods of Setting Sales Quota 282 Seminars 349
Quotas Based on Sales Forecasts and Discussions 349
Potentials 282 Role Play 350
Quotas Based on Forecast 282 Case Study 350
Quotas Based on Past Sales or Experience 282 Fishbowl 351
Quotas Based on Executive Judgement 282 Workshops 351
Quotas Based on the Judgement of Sensitivity Training 352
Salespeople 283 Transaction Analysis 352
Quotas Based on Compensation 283 In-tray Exercise 352
Problems in Setting Sales Quota 283 Transcendental Meditation 353
CS 8.1: Videocon International Limited 286 Designing a Sales Training Programme 353
CS 8.2: Tuncan Fertilizers 290 Aim 354
CS 8.3: Wizer Technologies 292 Content 354
Evaluation 358
9. Recruitment and Selection of the Sales Force The Process 0f Socialization 358
296 Anticipatory Socialization 359
Introduction 296 Accommodation Stage 359
Hiring Process 297 Outcome Stage 360
Challenges in Sales Force Selection 297 CS 10.1: Anchor Switches 362
Planning For Recruitment 300 CS 10.2: Mico Mumble 363
Strategic Position Analysis 300 CS 10.3: Bericson Equipment and Components
Turnover 301 Limited (BECL) 364
Job Analysis 302
Job Qualification and Job Descriptions 303 11. Sales Force Motivation 3
Sales Force Recruitment 305 Introduction 367
Sources 305 Nature of Motivation 369
External Recruitment vs Internal Importance of Motivation 370
Recruitment 311 The Process of Motivation 371
Disadvantaged and Protected People 312 Motives and Motivational Drives 372
Selection of a Salesperson 312 Theories of Motivation 375
Selection Procedure 313 Content Theories 375
Socialization 320 Process Theories 381
CS9.1: Pantaloon Parade 325 Reinforcement Theories 384
CS 9.2: Karadi Tales 326 Factors Influencing the Motivation of the
Salesperson 385
10. Training the Sales Force 328 Designing a Motivational Programme 387
Introduction 328 Programme Objective 388
Objectives of Sales Training 329 Motivational Tools 389
Communication 391 Compare and Contrast Actual Performance with
CS11.1: Raymond Fibres 395 Set Standards 433
CS 11.2: Banington Systems 396 Review and Communicate Performance
CS 11.3: Glenmark Pharma Limited 396 Evaluation Reports with Salespeople 437
Decide Sales Management Actions 437
12. Sales Force Compensation 400 Sales Audit 438
Introduction 400 Marketing Audit 439
Objectives of a Sales Compensation Plan 401 Sales Force Expense Analysis 440
Characteristics of an Effective Compensation
Measurement or Sales Organization
Plan 401
Effectiveness 441
Factors Influencing the Design of a Sales Analysis 442
Compensation Plan 402 Marketing Cost Analysis 444
Types of Compensation Plan 403 Classification of Marketing Expenses 445
Financial Compensation 404 Credit Control 447
Non-financial Compensation 411 Market ShareValysis 448
Trends in Compensation Management 415
Steps in Designing a Compensation Plan 416 Management by Objectives 448
Determine Sales Force and Compensation Management by Objectives 448
Objectives 416 CS 13.1: Edures Education 451
Determine Major Compensation Issues 416 CS 13.2: Imbalance Territory Management 452
Implement Long-term and Short-term
Compensation Plans 417 14. Evaluation of the Sales Force 453
Relate Rewards to Performance 418 Introduction 453
Appraise the Compensation Plan 418 Performance Appraisal Process 454
CS 12.1: Computer Corporation 421 Appraisal Criteria 454
CS 12.2: Bioba Hardware Ltd 422 Performance Rating 457
CS 12.3: Asahi Glasses 424 Conduct of Performance Appraisal 463
Individual versus Team Appraisal 465
13. Sales Force Control 426
Actual Performance 466
Introduction 426
Controlling Sales Force Performance-An Input-
output Based Approach 428
Analysis of Market Situation and Competition
to Set Performance Evaluation and Control CS 14.2: Godrej Security Systems: A Saleperson s
Influence of External Variables 467
Barriers 468
CS 14.1: Pentax Software Inc. 471
Criteria for Sales Personnel Performance CS 14.3: Pncol Instruments Ltd 4/3
Setting Up Performance Standards 430
PARff; pTRIBUTION MANAGEMENT
15. Distribution Channel Management-An Need for Breaking the Bulk 485
Introduction 479 The Need for Assortment 486
Introduction 479 Intermediation-Is it Really Needed? 487
Distribution Channels-Why are They Value Enhancement through the Distribution
Required? 480 Function 490
Activities that a Typical Distribution Channel Distribution Channel Strategy 491
Performs 483 Setting Distribution Objectives 492
Spatial Discrepancy 484 Finalizing Channel Activity 493
Temporal Discrepancy 485 Organizing the Channel Activities 493
Developing Policy Guidelines for Day-to-day Objectives of Inventory Management 552
Operations 494 Inventory Level Decisions 555
Distribution Channel Management 494 Distribution Resources Planning System 560
Pharmaceutical Distribution in India 495 Transportation Decisions 561
Rural Distribution Channels 499 Mode Selection 563
Rural Distribution Channels-Major Vehicle Routing and Scheduling 565
Issues 500 Freight Consolidation 565
Rural Distribution Channels-Trends 501 Factors Affecting Transportation Costs 566
CS 15.1: The National Handloom Development Supply Chain Management 566
Corporation 504 Difference between Logistics Management and
Supply Chain Management 567
16. Designing Customer-oriented Marketing implementing Supply Chain Management 568
Channels 506 Principles of Supply Chain Management 569
Introduction 506 Generic Supply Chain Management
Designing A Customer-oriented Channel 507 Strategies 570
Capturing the Customer Requirements 509 Supply Chain Techniques 571
Bulk-breaking 510 CS 17.1: CK Rotors Pvt Ltd 575
Spatial Convenience 511
Waiting Time 512 18. Channel Information Systems 578
Assortment 513 Introduction 578
Conceiving the Channel Flows 515 Channel Information System-A Description 580
Physical Possession 517 Channel Information System-The Different
Ownership Flow 518 Forms 581
Promotion Flow 519 Zero-level System 582
Negotiation Flow 520 One-level System 582
Financing Flow 520 Multiple-level Systems 583
Risk-taking Flow 521 Channel Information Systems-Motives and
Ordering Flow 522 Challenges 584
Payment Flow 522 Benefits of Channel Information System 584
Linking the Service Output Objectives to the Costs Related to Implementing Channel
Flows 523 Information System 585
Conducting Cost Analysis 524 Channel Information System-Components 586
Designing the Ideal Channel 526 Transaction Processing System 587
Comparing the Ideal with the Reality 527 Knowledge Work Systems 587
Comparing the Channel Designs 529 Management Information System 588
Effectiveness 529 Executive Support System 589
ic ency Designing a Channel Information System 590
Step 1 Develop Objectives for the Channel
Information System 591
Step 2 Conduct a Channel Flow Analysis 591
1 he Channel Establishment Plan 530
CS 16.1: Siffco Agro Chemicals Ltd 534
Step 3 Conduct an Information Needs
Analysis 591
17. Customer-oriented Logistics Management 536 Step 4 Identification of the Information
Introduction 536 Sources 591
Objectives of Logistics 537 Step 5 Analyse Hardware and Software
Logistics Planning 538 Options 592
Facilities Decisions 540 Step 6 Develop a Cost Analysis 593
Inventory Management Decisions 550 Step 7 Finalize the System Based on the
Why do We Need Inventories? 550 Approved Cost 593
Redesigning the Channel Information System 593 Major Causes of Conflict in the Franchisor-
Integration of the channel information Franchisee Relationships 653
system 593 CS 20.1: Global Agro Products 656
CS 18.1: Dragon Bathroom Fittings 595 21. Retail Management 658
19. Managing Channel Member Behaviour 598 Introduction 658
Introduction 598 Retail Marketing Mix and Retail Positioning 660
Channel Relationships 599 Developing and Implementing Merchandise
Channel Control 601 Strategies 661
Channel Power 605 Factors Affecting Choice of Retail Strategy 663
Channel Positioning 609 Category Management 664
The Channel Core Elements 611 The Merchandising Function 665
Capability Building Programmes 611 Financial Aspects of Merchandising 668
Incentive Programmes 612 The Merchandise Planning Process 671
Channel Influence strategies 612 Critical Merchandising Ratios for Retail
Exercising Influence Strategies 615 Decisions 675
Channel Conflict 617 Deciding on the Customer Service Levels 677
Channel Conflict as a Process 618 Qualifying and Determining Services 678
Attitudinal Causes of Conflict 619 Customer Service Development 679
Structural Causes of Conflict 620 Trading Format 680
Felt Conflict 622 Shopping Occasion and Store Format 681
Manifest Conflict 622 The Macro Considerations for Trading
Conflict Management Methods 623 Formats 682
CS 19.1: Heliflex Cables 629 Micro Considerations for Trading Format 687
CS 19.2: Morgan Boss Office Equipment Customer Communication Strategy in Retail
Division 631 Qutlets 690
20. Managing Wholesalers and Franchisees 638 CS27.7: Electronics Park Ltd 694
Introduction 638 22. Managing the International Channels of
Defining Wholesalers 639 Distribution 698
Services Provided by Wholesalers 639 Introduction 698
Services Provided to Manufacturers 640 Differences in Customer Expectations Across
Services Provided to Buyers 641 Countries 699
Types of Wholesalers 641 Differences in Channel Structure and Trade
Merchant Wholesalers 641
Practices 700
Differences in the Quality of Physical
Managing Wholesale Operations 645 Infrastructure 701
Fixing Operational Margins 645 International Orientation of Companies 702
Tackling Issues of Asset Specificity and The Mode of Dedsion 703
Opportunism 646 Implications of Entry Modes 710
Guidelines for Setting up a Monitoring International Logistics Management 714
Mechanism 648 International Shipment Procedures /15
franchising 64J CS 22.7: Indian Ayurveda Pharmacy Ltd 719
Types of Franchise Arrangements 650
Advantages and Disadvantages of Index 722
Franchising 652 About the Authors 729
Franchising Success Factors 653
|
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| id | DE-604.BV039929405 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T00:14:22Z |
| institution | BVB |
| isbn | 9780198077046 0198077041 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-024787700 |
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| owner_facet | DE-473 DE-BY-UBG |
| physical | XVIII, 728 S. Ill., graph. Darst. |
| publishDate | 2012 |
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| publisher | Oxford Univ. Press |
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| spelling | Panda, Tapan K. Verfasser aut Sales and distribution management Tapan K. Panda ; Sunil Sahadev 2. ed. Oxford [u.a.] Oxford Univ. Press 2012 XVIII, 728 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Marketing channels Physical distribution of goods Sales Management Verkauf (DE-588)4117346-6 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf Vertriebsorganisation (DE-588)4078869-6 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=024787700&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 Verkauf (DE-588)4117346-6 gnd Management (DE-588)4037278-9 gnd Vertriebsorganisation (DE-588)4078869-6 gnd |
| subject_GND | (DE-588)4117346-6 (DE-588)4037278-9 (DE-588)4078869-6 |
| title | Sales and distribution management |
| title_auth | Sales and distribution management |
| title_exact_search | 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 Verkauf (DE-588)4117346-6 gnd Management (DE-588)4037278-9 gnd Vertriebsorganisation (DE-588)4078869-6 gnd |
| topic_facet | Marketing channels Physical distribution of goods Sales Management Verkauf Management Vertriebsorganisation |
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