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Sales and Distribution Management: Decisions, Strategies, and Cases. 7th Edition
Publisher:
Pearson
| Author:
Richard R Still | Cundiff W Edward | Govoni A P Norman | Sandeep Puri
| Language:
English
| Format:
Paperback
Publisher:
Pearson
Author:
Richard R Still | Cundiff W Edward | Govoni A P Norman | Sandeep Puri
Language:
English
Format:
Paperback
₹815 ₹733
Save: 10%
In stock
Ships within:
3-5 Days
In stock
ISBN:
SKU
9789361593994
Category MBA
Category: MBA
Page Extent:
648
The seventh edition of the book builds on the strengths of the sixth edition – which was aimed toward accomplishing three objectives.
To delineate the areas in which sales managers make decisions.
To analyze decision alternatives and criteria in these areas.
To provide cases as real-world illustrations of decision situations.
These objectives will be accomplished if readers understand the sales manager’s functions in diverse circumstances.
This edition focuses on post-pandemic sales and distribution management. The main perspective is that of the sales executive as a participant in the marketing management team. Sales managers participate in and sometimes are primarily or jointly accountable for formulating strategies for the product line, pricing, physical distribution, marketing channels, and promotion. However, their focus and primary responsibility consist of managing sales personnel and maintaining relationships with key accounts and distributive organizations.
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Description
The seventh edition of the book builds on the strengths of the sixth edition – which was aimed toward accomplishing three objectives.
To delineate the areas in which sales managers make decisions.
To analyze decision alternatives and criteria in these areas.
To provide cases as real-world illustrations of decision situations.
These objectives will be accomplished if readers understand the sales manager’s functions in diverse circumstances.
This edition focuses on post-pandemic sales and distribution management. The main perspective is that of the sales executive as a participant in the marketing management team. Sales managers participate in and sometimes are primarily or jointly accountable for formulating strategies for the product line, pricing, physical distribution, marketing channels, and promotion. However, their focus and primary responsibility consist of managing sales personnel and maintaining relationships with key accounts and distributive organizations.
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