This volume is a comprehensive textbook specially designed to meet the requirements of management student specializing in sales and distribution.It highlights the major decision areas within sales and distribution and provides analytical models and approaches that will facilitate decision making.It gives an exposure to key concepts,theories and recent developments in sales and distribution and illustarets their applicability in tacking the challenges in busines.Students shall find this book extremely useful for its treatment of the sales organization,sales management,territory management,designing a distribution system and distribution management.
