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Though India has become a lucrative market for various companies, the unique characteristics. of its market throw up a variety of challenges. Sales and Distribution Management:. An Indian Perspective aims to understand these challenges. Building on an understanding of the consumer decision process, the book defines. the roles of marketing and selling strategies. Secondly adopting a customer-centric. approach to sales and distribution management, the book deals with making strategic. decisions keeping the end consumer in mind and making operational decisions. keeping the channel member and the

Sales management --- Physical distribution of goods --- Marketing channels --- Channels, Marketing --- Channels of distribution --- Distribution channels --- Gray market --- Distribution of goods, Physical --- Business logistics --- Marketing --- Management, Sales --- Industrial management --- Selling --- Management.