TY - BOOK ID - 77931115 TI - Sales and distribution management PY - 2008 SN - 1281963798 9786611963798 8132100441 9788132100447 9788178298481 9352801717 PB - New Delhi, India Thousand Oaks, Calif. Response Books Sage Publications DB - UniCat KW - Sales management KW - Physical distribution of goods KW - Marketing channels KW - Channels, Marketing KW - Channels of distribution KW - Distribution channels KW - Gray market KW - Distribution of goods, Physical KW - Business logistics KW - Marketing KW - Management, Sales KW - Industrial management KW - Selling KW - Management. UR - https://www.unicat.be/uniCat?func=search&query=sysid:77931115 AB - 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 ER -