Sales and Distribution Management, 6e provides insights toward delineating the areas in which sales managers make decisions, analyzing decision alternatives and criteria in the sales areas and providing cases as real-life examples of decision situations. Features1. All chapters have been modified keeping in mind the Indian perspective. 2. Several recent and up-to-date examples on case studies have been included. 3. 5 new chapters on Distribution Management emphasizing the role of channel partners, channel management, channel information systems, logistics and supply chain management have been included. Table of Contents1. Sales Management and the Business Enterprise 2. Sales Management, Personal Selling and Salesmanship 3. Setting Personal-Selling Objectives 4. Determining Sales-Related Marketing Policies 5. Formulating Personal-Selling Strategy 6. The Effective Sales Executive 7. The Sales Organization 8. Sales Department Relations 9. Sales Personnel Management 10.Recruitment and Selection 11. Sales Training 12. Motivating Sales Personnel 13. Compensating Sales Personnel 14. Managing Expenses of Sales Personnel 15. Sales Meeting and Sales Contests 16. Controlling Sales Personnel: Evaluating and Supervising 17. The Sales Budget 18. Targets and Sales Management 19. Sales Territories 20. Sales Control and Cost Analysis 21. Marketing Channels 22. Managing the Channel Partners 23. Channel Information Systems 24. Logistics and Supply Chain Management 25. International Sales and Channel Management Cases Studies