Sales and Distribution Management: An Indian Perspective, adopts a customer-centric approach to sales and distribution management where strategic and operational decisions are made keeping the end consumer in mind. It develops a framework to integrate the sales and distribution management functions with other marketing mix elements so that there is no overlap with other functions of the marketing department. The book also describes the service orientation required for selling different products and the importance of behavioral transactions that need to take place for a sale to complete. Generalized frameworks are built using examples from industrial products, consumer products and services.
Tags: behavioral transactions, management functions, Marketing and Advertising, service orientation, mix elements, different products, marketing mix
You must log in to post a comment.