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Sales and Distribution Management is a composite and comprehensive textbook specially designed to meet the requirements of MBA students specialising in marketing. Users shall find this book highly useful for its coverage of sales and sales force management, the sales organization and territory management, designing a distribution system and distribution management - explained through corselets, diagrams, flowcharts and numerous examples from the Indian context.Special Features Special Features Contains classroom-tested cases from Indian as also international business organizations. Includes examples and case-lets in key areas of sales and distribution management. Provides chapter-end concept review questions, exercises with critical thinking elements, and classroom and field projects such as group discussion and analytical reporting. Accompanied by an Instructor's Manual.