Description
This book offers a comprehensive introduction to sales and distribution management as a core component of a business administration programme. It covers the foundations of sales and distribution management, the personal selling process, sales organization structure and sales force management, sales forecasting and budgeting, distribution channel design, channel management and conflict resolution, logistics and physical distribution, and retailing, wholesaling and emerging distribution trends. This unit is designed toequip diploma-level business administration students with the conceptual understanding and practical skills required to plan, manage and evaluate sales and distribution activities.
