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Starting out in sales area can be difficult without suitable guidance and diagonostic aptitude to set you on the right path. Students and practitioners alike need real life situations in the Indian context to follow and apply principles of sales and distribution management. It not only attempt to provide analytical power and problem solving skills through case analysis and role plays but also aims to provide learning of state-of-art sales tools with which to approach the study of this exciting subject area to study on track, packed with useful case studies. It presents topics in terms of practical, tried and tested skills. Book Content of Cases in Sales and Distribution Management Part A: Guidelines for Analysing Case Studies Part B: Cases in Sales Management Part C: Cases in Distribution Management Part D: Role Plays
