This book introduces a modern and future-oriented sales & distribution management approaches for national & international large, small & medium-sized enterprises in all business-to-business (B2B) industries, which includes the necessary explicit integration of sales and distribution management. The relevant integrative topics & strategy methods are presented herein, as well as the derived programs, measures and tasks of an integrated distribution system, sales & management – integrated in a holistic context & frame of reference. In addition, there is the detailed discussion of sales policies & tools in terms of their specific use, control, feedback & continuous improvement.
Dr. Shilpa Shinde
Dr. Shilpa Shinde is postgraduate faculty at LLIM, University of Mumbai. She won the many conference prizes for technical research paper, and she also won the excellent performance award and excellent knowledge of product and process award for telecomm industry services with notable achievements. She is certified for Quality Management by Institute of Quality Ltd. (Philip Crosby Associates, Boston). She is also Certified Internet Associate, Enterprise Routing by Juniper Networks Inc, USA. She is an alumna of NIIT (India). She has 20 years rich experience in various corporates and in academic industry. She has a doctorate degree in Management. Earlier, she did her PGDM from Symbiosis, Pune and MMM from the University of Mumbai & her doctoral thesis is indexed in semantic scholar index. Her interests area hospital services supply chain management, service operations, services outsourcing, service marketing.
Dr. Jai Kumar Sharma
A highly qualified Associate Professor with a rich experience of 18 years in teaching and research in Department of Commerce, Akal College of Economics, Commerce & Management, Eternal University, Baru Sahib, Sirmour, H.P., India. He has 15 years of research experience on related fields Finance, Marketing & HR. He has published more than 33 research papers in national as well as international journal which also included conference publications. Out of these two research papers have been published in SCOPUS. He has presented more than 32 research papers in national as well as international conferences and also attended different types of seminars, workshops, faculty development programmes etc.
Dr. Arpita Pandey
Dr. Arpita Pandey is currently a Professor and HOD of Retail Management and Marketing at the ITM Business School, Kharghar. Dr. Arpita is a certified E- Coach, a passionate teacher and a dynamic sales trainer with a strong inclination toward research. She has 24 years of rich professional career in Export-Import, CDIT Industry and Education across various states of India. She has been awarded the best teacher for Innovative Teaching Pedagogy by Higher education forum, and best salesperson and star performance award on various occasion in different organizations. An alumnus of BIT (Mesra), she possesses a PhD in Management, Master degree in Business Management, Bachelor degree in science and a pg certificate from IIM Bangalore. Dr Arpita has published several papers in leading international journals and written many cases.
Dr. Veena Prasad
Dr. Veena Prasad Vemuri is presently working as I/C Principal in NKES College of Arts, Commerce and Science, Mumbai. She has vast experience in the field of education and research. She has written for more than 18 textbooks for Mumbai University undergraduate students. She has authored , co-authored and presented more than 50 research papers in national , international conferences. She is on the editorial board of five journals. She has won state and national awards for the contribution in education and research. So far two students have successfully completed PhD under her guidance and three are yet to submit their thesis.
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