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Sales and Distribution Management

Author(s): Avinash Mulky

ISBN: 9789366608303

1st Edition

Copyright: 2026

India Release: 2025

₹595

Binding: Paperback

Pages: 416

Trim Size: 241 × 181 mm

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The quality of Sales and Distribution Management of an organisation is crucial for its survival and growth. This textbook offers a systematic approach to sales and distribution management, equipping students and readers with concepts, strategies, and frameworks necessary for fostering sustainable, profitable growth. Covering twenty chapters, it focuses on channel and sales management, highlighting trends such as modern retailing, e-commerce, and technology's impact on practices. Pedagogical features include vignettes, key terms, summaries, and assignments to enhance learning.

Dive deeper into strategically managing the journey of a product from the production floor to the customer's hands for navigating towards growth!

  • Comprehensive coverage of core concepts and research findings related to sales and distribution
  • Balanced treatment of theory and practice, sales and distribution, and B2C and B2B
  • Suggestions for handling issues and challenges faced in practice with emphasis on “how to…?”
  • Tightly structured for ease of reading and understanding
  • Two whole chapters on technology: Technology in distribution and technology in sales and sales management
  • Coverage of many contemporary topics such as omni-channel, reverse logistics, automation, and artificial intelligence
  1. Basic Ideas in Distribution
  2. Channel Design
  3. Wholesalers      
  4. Retailing
  5. E-Commerce and Omni-Channel
  6. Mass Distribution
  7. Technology in Distribution Management
  8. Logistics and Supply Chain Management
  9. Evaluating and Motivating the Channel
  10. Managing the Channel and Handling Conflict
  11. Introduction to Sales
  12. Selling Techniques
  13. Overview of Sales Management
  14. Planning, Organization and Territory
  15. Hiring and Training Salespersons
  16. Sales Force Evaluation and Control
  17. Salesperson Compensation and Motivation
  18. Technology in Sales and Sales Management
  19. Marketing-Sales Interface
  20. Sales Transformation   

Avinash Mulky: Professor (Retired), Indian Institute of Management (IIM), Bangalore

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