With a focus on integrating marketing and selling, this textbook provides a long-term orientation to sales and distribution management.

The book covers key components of the subject with a practical perspective into the role of marketing, B2B selling, retail environment, channel decisions and management, sales force management and supply chain management. 

Sales and Distribution Management will guide readers to build frameworks for planning and implementing decisions of sales and distribution, which are synchronized to short-term and long-term selling orientation and are aligned with marketing decisions. The second edition of this bestselling title will be of immense value to students of management and professionals in the field. 

Key Features:

• Focus on the core distinction between selling and marketing roles, and how to synchronize selling efforts with marketing goals

• Detailed description of the process of selling for B2B consumables and how companies can promote quality in B2B markets

• Textual content substantiated with appropriate examples and cases for classroom teaching and learning

• Activities and application-based practice questions in each chapter for self-assessment