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Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management
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Sales and Distribution Management - Text and Cases with SAP Applications an Indian Perspective (Paperback, 2nd edition)
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Sales and Distribution Management - Text and Cases with SAP Applications an Indian Perspective (Paperback, 2nd edition)
Expected to ship within 12 - 19 working days
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The importance of marketing in the Indian economy continues to grow
day by day. With the rise in income of people in general, the
overall demand for all types of goods has gone up. This has led to
an increase in production of various types of consumer goods. The
success or failure of a business now depends upon how effectively
selling functions are performed. What is now needed is the
intensive cultivation of sales to ensure proper utilisation of the
productive capacities and to generate full employment. This needs
accurate, factual information reasonably complete and timely,
rather than hunches and guesswork, in making selling decisions.
Hence, today sales and distribution has assumed an important place
as an effective management tool for marketers. This book discusses
the various Theories and Principles of sales and distribution in
the context of Indian products and market, from a practical and
result-oriented standpoint. It is designed to serve as a textbook
for the Marketing students in Indian Universities and Management
Institutes. Case methodology has now become a very popular
technique for teaching the students how to handle business issues
in various functional areas. For analysing various cases, the
student would require the help of concepts, precepts, tools and
techniques. In broader terms, case studies involve both problem
diagnosing and then taking a decision in the light of various facts
of cases. Therefore, case studies have been inserted in this book
to give students an intimate insight into actual business
situations. Although, primarily meant for the students, this book
will, nonetheless, enable the practising managers to systematize
and improve their selling skills.
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