Sales And Distribution Management By Havaldar Pdf Download

Sales And Distribution Management By Havaldar Pdf Download

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Sales and Distribution Management: Text and Cases by Krishna K. Havaldar and Vasant M. Cavale

This book is a comprehensive guide to the theory and practice of sales and distribution management. It covers all the essential topics, such as sales planning, sales organization, sales force recruitment, training, motivation, compensation, performance appraisal, territory management, channel design, selection, motivation, evaluation, and control. It also includes case studies and examples from various industries and countries to illustrate the concepts and applications of sales and distribution management.

The book is written by Krishna K. Havaldar and Vasant M. Cavale, who are both experienced academics and consultants in the field of sales and distribution management. They have drawn from their extensive research and consulting experience to provide a balanced and practical approach to the subject. The book is suitable for students of management, marketing, and commerce, as well as practitioners and professionals who want to enhance their knowledge and skills in sales and distribution management.

The book is available in PDF format for download from various online sources[^1^]. However, it is recommended to buy the original hard copy from McGraw-Hill Education (India) Pvt Limited or other authorized sellers to support the authors and publishers.Key Features of Sales and Distribution Management: Text and Cases

Some of the key features of this book are:

It provides a comprehensive and up-to-date coverage of the theory and practice of sales and distribution management.

It adopts a managerial perspective and integrates the concepts of marketing, strategy, and organization with sales and distribution management.

It includes numerous case studies and examples from various industries and countries to illustrate the concepts and applications of sales and distribution management.

It incorporates the latest developments and trends in the field of sales and distribution management, such as e-commerce, CRM, social media, ethical issues, globalisation, etc.

It offers a clear and concise writing style that makes the book easy to read and understand.

It includes learning objectives, key terms, summary, review questions, and exercises at the end of each chapter to reinforce the learning outcomes.

Table of Contents of Sales and Distribution Management: Text and Cases

The book is divided into six parts and 20 chapters. The table of contents is as follows:

Part I: Introduction

Chapter 1: Introduction to Sales and Distribution Management

Chapter 2: The Environment of Sales and Distribution Management

Part II: Sales Management

Chapter 3: Sales Planning and Budgeting

Chapter 4: Sales Organization

Chapter 5: Sales Force Recruitment and Selection

Chapter 6: Sales Force Training and Development

Chapter 7: Sales Force Motivation and Compensation

Chapter 8: Sales Force Performance Appraisal and Control

Part III: Personal Selling

Chapter 9: Personal Selling Process and Skills

Chapter 10: Key Account Management and Relationship Selling

Part IV: Distribution Management

Chapter 11: Distribution Channel Design and Strategy

Chapter 12: Distribution Channel Selection and Management

Chapter 13: Distribution Channel Motivation and Evaluation

Part V: Logistics Management

Chapter 14: Logistics Management: Concepts and Scope

Chapter 15: Logistics Management: Functions and Operations

Part VI: Emerging Issues in Sales and Distribution Management

Chapter 16: E-Commerce and Sales and Distribution Management

Chapter 17: Customer Relationship Management (CRM) and Sales and Distribution Management

Chapter 18: Social Media and Sales and Distribution Management

Chapter 19: Ethical Issues in Sales and Distribution Management

Chapter 20: Globalisation and Sales and Distribution Management aa16f39245