1. Introduction to Sales Management
2. The Selling Process
3. Strategic Planning, Sales Strategy, Sales Forecasting and Budgeting
4. Management of Sales Territories and Quotas
5. Organizing and Staffing the Salesforce
6. Training, Motivating, Compensating, and Leading Salesforce
7. Controlling the Salesforce
8. Sales Promotion
9. Introduction to Distribution Management
10. Marketing Channels
11. Channel Institutions: Retailing
12. Channel Institutions: Wholesaling
13. Designing Channel Systems
14. Channel Management
15. Channel Information Systems
16. Market Logistics and Supply Chain Management
17. International Sales and Distribution Management
Integrated Cases

This textbook, in its latest edition, continues to capture the rapidly changing trends of the ever-dynamic subject area in an easily comprehensible manner.

It focuses on explaining concepts with the help of latest examples and learning-outcome based text in all the chapters. It gives an exposure to key concepts, theories, and recent developments in sales and distribution, and illustrates their applicability in tackling the challenges in sales and distribution business.

• 45 chapter-end cases ? 16 new and 29 updated ? along with 12 integrated cases, which includes 3 new cases
• 17 new chapter-opening caselets (opening vignette)
• Enhanced and well-structured pedagogy including new feature Student Assignment (60 in count) supplemented with chapter-end conceptual, objective-type, and application questions, summary, glossary, and many more
• Web supplements including instructors’ teaching supplement and students’ learning supplement