Cover; Contents; Preface; Acknowledgements; Introduction; Marketing: Consumer Decision Process; Economic Development and Selling Environment; Shopping Environment in India; Retail Profiling; Retail Management Practices; Selling Strategy-Interface between Advertising, Sales Force and Channel; Channel Design; Internet as an Alternate Channel; Selling Style and Service Orientation; Channel Member Selection and Appointment; Channel Commitment; Appraisal of Channel Members; Channel Conflict; Channel Management System; Channel Evaluation; Sales Force Recruitment; Territory Design
Sales Force MotivationSales Force Targets and Appraisal; Appendix: Rural Distribution Emerging Formats; References; Author Index; Subject Index; Company and Brand Index; About the Author
Summary
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
Bibliography
Includes bibliographical references (pages 311-315) and indexes
