With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management. The book covers key components of the subject with a practical perspective into the role of marketing, B2B selling, retail environment, channel decisions and management, sales force management and supply chain management. This Sales and Distribution Management book will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which synchronize the short-term selling orientation with the long-term marketing decisions. The second edition of this bestselling title will be of immense value to students of management as well as sales and marketing professionals.

• • Focus on the core distinction between selling and marketing roles, and how to synchronize selling efforts with marketing goals • Detailed description of the process of selling for B2B consumables and how companies can promote quality in B2B consumables • Textual content substantiated with appropriate examples and cases for classroom teaching and learning • Activities and application-based practice questions in each chapter for self-assessment

List of Figures / List of Tables / List of Abbreviations / Foreword by Rama Bijapurkar / Preface / Preface to the First Edition / Acknowledgements / About the Author / Setting the Context: Case of an Investment Advisor: Marketing and Selling: The Conflict? / Marketing and Selling: Role of Marketing—Building Loyalty: Consumer Behaviour View / Selling during Different Stages of Consumer Behaviour / Integrating Pull and Push / B2B Selling for Consumables / Operationalization of the Selling Function / Shopping Environment: Economic Development and Shopping Environment / Retail Environment in India / Channel Decisions - Distribution Network of a Mobile Company: Channel Design / Channel Member Selection / Monitoring and Developing the Channel Members: The Missing Link / Channel Evaluation / Internet as an Alternate Channel / Channel Conflict / Sales Management Decisions - The Framework: Salesforce Recruitment/Socialization / Dyadic Sale: Selling Style and Service Orientation / Territory Design / Salesforce Targets / Salesforce Automation / Motivating Channel Partners and Salespeople: Channel Commitment / Salesforce Motivation / Supply Chain Management - SABMiller Revamps Supply Chain Management: Supply Chain Management / Inventory Management at Retail Level / Sustainable Distribution / Appendices / References / Index.

Undergraduate & Postgraduate Students and Professionals