000			01627nam a22002417a 4500
003			OSt
005			20260615131455.0
008			260615b |||||||| |||| 00| 0 eng d
020			_a9789361593994
040			_cIIM Shillong Knowledge Centre
082			_27 _a658.81 STI _b1
100			_aStill,Richard .R
245			_aSales and Distribution Management
250			_a7th edtion
260			_aChennai _bPearson _c2026
300			_bxxi,620p.: ill _c18 cm
500			_aThe seventh edition of the book builds on the strengths of the sixth edition – which was aimed toward accomplishing three objectives: (1) to delineate the areas in which sales managers make decisions; (2) to analyze decision alternatives and criteria in these areas; and (3) 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.
650			_2Sales Management
700			_aCundiff,Edward.W
700			_aGovoni,Norman, A.P
700			_aPuri,Sandeep
942			_2ddc _cBK _n0
999			_c5501 _d5501