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Making Sense of Reality: Culture and Perception in Everyday Life

by Tia DeNora SAGE Publications Ltd
Pub Date:
Ebk 200 pages
AU$68.00 NZ$70.43
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Sales and Distribution Management: An Indian Perspective, adopts a customer-centric approach to sales and distribution management where strategic and operational decisions are made keeping the end consumer in mind. It develops a framework to integrate the sales and distribution management functions with other marketing mix elements so that there is no overlap with other functions of the marketing department. The book also describes the service orientation required for selling different products and the importance of behavioral transactions that need to take place for a sale to complete. Generalized frameworks are built using examples from industrial products, consumer products and services.

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

The book and hellip;helps to understand the role of marketing and selling strategies in an Indian context and hellip; 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 and hellip;. The book provides excellent reading material and helps in explaining various aspects of sales force management. Prajnan
Pingali Venugopal is the Associate Director, XLRI-Loyola University, Chicago, Center for Global Management and Responsible Leadership and Professor of Marketing at XLRI, Jamshedpur. He has more than a decadeas experience in agri-business companies working for their marketing function. In 2009, he received the Best Citizen of India award by International Publishing House, New Delhi.He is a post-graduate and fellow in Management from the Indian Institute of Management (IIM), Ahmedabad. He has been teaching at the Xavier Labour Relations Institute in India (XLRI), Jamshedpur, since 1994. He has also been a visiting faculty to the IIMs in Ahmedabad, Kolkata and Lucknow, the American University of Armenia and Educatis University, Switzerland.He is a prolific writer and contributes to international journals. His works include important books like Marketing Channel Management: A Customer Centric Approach (2001); Managing Your Sales Force: A Motivational Approach (2006); and Sales and Distribution Management: An Indian Perspective (2008), all published by Response Books, New Delhi.