Though India has become a lucrative market for various companies, the unique characteristics of its market throw up a variety of challenges. Sales and Distribution Management: an Indian Perspective aims to understand these challenges. Building on an understanding of the consumer decision process, the book defines the roles of marketing and selling strategies. Second, adopting a customer-centric approach to sales and distribution management, the book deals with making strategic decisions keeping the end consumer in mind and making operational decisions keeping the channel member and the sales force in focus. It highlights the importance of behavioural transactions in completing a sale and also discusses the service orientation required for selling different products. With its unique approach, generalized frameworks, elaborate research and extensive data analysis, this book will be of immense value to sales and distribution professionals of the Indian corporate sector and marketing departments of national and multinational companies in India. It is a highly recommended reading for students and teachers in Indian business schools studying sales management and distribution management.
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Sales and Distribution Management: An Indian Perspective
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ABOUT THE AUTHOR Pingali Venugopal
Pingali Venugopal, a Post Graduate and Fellow in Management from the Indian Institute of Management, Ahmedabad, is currently the Dean and Professor (Marketing) at XLRI, Jamshedpur. He has been a Marketing faculty at XLRI, Jamsedpur, since 1994. He has also been a visiting faculty to the Indian Institutes of Management in Ahmedabad, Calcutta and Lucknow and the American University of Armenia. Prior to his stint at XLRI, Prof. Venugopal held managerial positions for 10 years in the marketing divisions of two agribusiness companies. Professor Venugopal has authored the following books: 'Marketing Channel Management: A Customer Centric Approach' and 'Input Management, The State of the Indian Farmer: A Millennium Study'. He has presented papers at national and international conferences as well as published articles in leading national and international journals. He has also been involved as a consultant with several projects for both the profit and non-profit sectors.
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Bibliographic information
Title
Sales and Distribution Management: An Indian Perspective
Author
Edition
1st ed.
Publisher
Response Books, 2008
ISBN
8178298481
Length
332p., Tables.
Subjects
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