ISBN 9780071077965,Sales & Distribution Management

Sales & Distribution Management

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ISBN 9780071077965

Tata McGraw - Hill Education

Publication Year 2011

ISBN 9780071077965

ISBN-10 0071077960


Number of Pages 680 Pages
Language (English)


Krishna Havaldar and Vasant M Cavale, in their book Sales and Distribution Management, talk about the sales and distribution aspects of a marketing venture. Since the marketing industry in itself is quite vast with its various parts like advertising, promotion and shipping of the ultimate product, this book becomes important for those who want to understand the intricacies involved in marketing research and overall logistics. This book seeks to establish a link between the concept of sales and distribution and their effective management. The role of sales managers in this context becomes relevant and the authors emphasise on that, along with analysing sales objectives, strategies, control and general understanding of sales management.

The process of sales and distribution in a marketing organisational setup comes at a later stage. The authors have started by establishing a foundation for sales management and have referred to international definitions to elaborate on the concept. The initial chapter deals with all these concepts and establishes an elaborate foundation for upcoming chapters. A focus has been given on providing multiple examples and case studies pertinent to the topic. Sales and Distribution Management is divided into two main parts: Sales Management and Distribution Management, with multiple chapters, where each chapter goes into elaborate details like planning, forecasting of sales and budgeting. The authors also discuss steps for personal sales and management of sale territories and quotas. The concept of sales organisation is also dealt. Krishna Havaldar and Vasant M Cavale have emphasised on the importance of the role of sales managers. The readers can use this text as a cogent resource for understanding the major aspects of sales and distribution management process.

The 2nd edition of Sales and Distribution Management was published by McGraw Hill Education India Private Limited in 2011 and is available in paperback format.