Sales and Distribution Management

Contents: Preface. 1. Introduction. 2. Competitive advantage through sales and distribution strategy. 3. Cost and value in sales and distribution channels. 4. VOFM routines in sales and distribution. 5. Customer loyalty management for occasional riders. 6. Modern distribution management system in the competitive energy market environment. 7. Business drivers for distribution network. 8. Module-based modelling of production-distribution system. 9. Adaptable labour management in complex distribution. 10. E-commerce and evolving distribution channels in the food and agri-business industries. 11. Role of the distribution strategy in settling the firm position. 12. Sales force productivity: applications of revenue management strategies. 13. Sales and marketing management: goals and outcomes. 14. Integrated sales management and CRM sales automation. 15. Cost and value in sales and distribution channels. 16. Mutual fund distribution channels and distribution cost. 17. The darknet and the future of content distribution. 18. Management discussion and analysis of market conduct activities. Bibliography. Index.

Most producers do not sell their goods directly to final customers. They design a multi-channel system to reach them. The design of marketing channel, acts, as a strong interface, and can provide a competitive advantage to a firm in the industry. By contrast the absence of a good distribution network also becomes a major impediment in today\'s cut throat competitive environment. Marketing channel decisions are therefore, one of the most important and the most critical ones facing the marketing management today. It is complex and the complexity further gets compounded by the fact that the channel system takes time to build, usually years. (jacket)