This textbook, with its focused and precise approach, discusses all the important topics in sales and distribution management. It explains sales and distribution as integrated functions in marketing, under the following major headings: perspectives on sales management, the selling job and its challenges, distribution management; performance, motivation and training; success in selling, guides to sales people, lessons from sales superstars.Table of ContentsPart ASection One: Understanding Sales ManagementCh. 1: The Perspective for Sales ManagementCh. 2: The Selling JobCh. 3: The Sales Management JobCh. 4: Consumer Versus Organizational SellingCh. 5 Sales Managers and Salespersons: Roles, Types and CharacteristicsSection Two: Selling The Job and the ChallengesCh. 6: Market Analysis and Sales ForecastingCh. 7: Selling Skills and StrategiesCh. 8: Personal SellingCh. 9: Selling on InternetCh. 10: Closing a SaleCh. 11: Organizing and Managing the Sales ForceSection Three: Distribution ManagementCh. 12: Distribution: Role, Management and StrategyCh. 13: Management of Distribution ChannelCh. 14: Retailing ManagementCh. 15: Management of Distributors and WholesalersSection Four: Performance, Motivation, TrainingCh. 16: Standards, Performance, ProductivityCh. 17: Motivation, Compensation, TrainingSection Five: Guides to SalespersonCh. 18: Guiding Salesperson to SuccessCh. 19: Lessons from International Sales SuperstarsSection Six: Evaluation of Sales ManagementCh. 20: Evaluation and Control of Sales Management