Author Description

Product Description Sales and Distribution Management is a composite and comprehensive textbook specially designed to meet the requirements of MBA students specializing in marketing. Users shall find this book highly useful for its coverage of sales and sales force management, the sales organisation and territorymanagement, designing a distribution system and distribution management - explained through caselets, diagrams, flowcharts and numerous examples from the Indian context. About the Author Tapan K. Panda, Professor in Marketing Indian Institute of Managemant, Indore, has more than fourteen years of teaching experience, of which three years were spent as faculty at the Indian Institute of Management Lucknow. Formerly a faculty of marketing at the Institute of Management Kozhikode, he is active in research and consultancy and has authored numerous papers published in international journals. Sunil Sahadev, Assistant Professor in Marketing, Indian Institute of Management, Kozhikode, has eight years of teaching experience in distribution channel management at the postgraduate level. A post-doctoral fellow from the Asian Institute of Technology (AIT), Bangkok, he is also a Member of the Board of Studies, University of Calicut, Kerala. He is active in research and consulting and has authored numerous papers published in internationsl journals.