Sales and Distribution Management: Leveraging Emerging Technologies
4th Edition
9364444469
·
9789364444460
© 2026 | Published: September 25, 2025
Overview:This popular and widely accepted text offers a comprehensive and practical exploration of sales and distribution management concepts, strategies, and applications. It is designed for students, instructors, and industry professionals. The boo…
Read More
SECTION I: SALES MANAGEMENT
Chapter 1 Introduction to Sales Management
Chapter 2 Personal Selling Process
Chapter 3 Strategic Planning, Sales Strategy, Sales Forecasting, and Budgeting
Chapter 4 Management of Sales Territories and Quotas
Chapter 5 Organizing and Staffing the Salesforce
Chapter 6 Training, Motivating, Compensating, and Leading the Sales Force
Chapter 7 Evaluating and Controlling Salespeople
Chapter 8 Sales Promotion
SECTION II: DISTRIBUTION MANAGEMENT
Chapter 9 Introduction to Distribution
Chapter 10 Marketing Channels
Chapter 11 Channel Institutions—Retailing
Chapter 12 Channel Institutions: Wholesaling
Chapter 13 Designing Channels
Chapter 14 Channel Management
Chapter 15 Channel Information Systems
Chapter 16 Market Logistics and Supply Chain Management
SECTION III: TECHNOLOGY IN SALES AND DISTRIBUTION MANAGEMENT
Chapter 17 Leveraging Technologies for Sales and Distribution Management
Chapter 1 Introduction to Sales Management
Chapter 2 Personal Selling Process
Chapter 3 Strategic Planning, Sales Strategy, Sales Forecasting, and Budgeting
Chapter 4 Management of Sales Territories and Quotas
Chapter 5 Organizing and Staffing the Salesforce
Chapter 6 Training, Motivating, Compensating, and Leading the Sales Force
Chapter 7 Evaluating and Controlling Salespeople
Chapter 8 Sales Promotion
SECTION II: DISTRIBUTION MANAGEMENT
Chapter 9 Introduction to Distribution
Chapter 10 Marketing Channels
Chapter 11 Channel Institutions—Retailing
Chapter 12 Channel Institutions: Wholesaling
Chapter 13 Designing Channels
Chapter 14 Channel Management
Chapter 15 Channel Information Systems
Chapter 16 Market Logistics and Supply Chain Management
SECTION III: TECHNOLOGY IN SALES AND DISTRIBUTION MANAGEMENT
Chapter 17 Leveraging Technologies for Sales and Distribution Management
Overview:
This popular and widely accepted text offers a comprehensive and practical exploration of sales and distribution management concepts, strategies, and applications. It is designed for students, instructors, and industry professionals. The book bridges the gap between theory and practice, addressing evolving industry trends, emerging technologies, and real-world challenges. With its balanced focus on foundational principles and advanced practices, the book equips readers to navigate the dynamic landscape of Sales and Distribution Management (SDM) effectively.
Key Features:
- Dedicated chapter on ‘Leveraging Technology for Sales and Distribution Management’ covering key applications of technologies used in Sales and Distribution Management.
- Balanced coverage of theory and real-world applications
- 34 chapter-end cases. In addition, there are 10 integrated cases, which include topics from several chapters.
- Excellent pedagogy, having learning objectives, opening vignettes, chapter summaries, key terms and glossary, etc.
This popular and widely accepted text offers a comprehensive and practical exploration of sales and distribution management concepts, strategies, and applications. It is designed for students, instructors, and industry professionals. The book bridges the gap between theory and practice, addressing evolving industry trends, emerging technologies, and real-world challenges. With its balanced focus on foundational principles and advanced practices, the book equips readers to navigate the dynamic landscape of Sales and Distribution Management (SDM) effectively.
Key Features:
- Dedicated chapter on ‘Leveraging Technology for Sales and Distribution Management’ covering key applications of technologies used in Sales and Distribution Management.
- Balanced coverage of theory and real-world applications
- 34 chapter-end cases. In addition, there are 10 integrated cases, which include topics from several chapters.
- Excellent pedagogy, having learning objectives, opening vignettes, chapter summaries, key terms and glossary, etc.