Ramendra Singh is Professor of Marketing at IIM Calcutta. He holds a PhD from IIM Ahmedabad, MBA from XLRI Jamshedpur, and BTech from IIT-BHU. His research work has been published in reputable journals such as the European Journal of Marketing, Journal of Business Ethics, and Industrial Marketing Management. He has held sales and marketing roles across various industries, bringing practical insights to his academic work. He has completed multiple consultancy projects and conducted training programs for senior and middle management managers. He can be contacted at:
ramendra@iimcal.ac.in
- Includes new chapters co-authored with industry experts on cutting-edge topics such as Omni Channel Retailing, Sales Forecasting and Analytics, and AI in E-Commerce Sales, blending academic rigor with practical insights.
- Incorporates new as well as revised case studies to reflect current industry scenarios, making the content more relevant and applicable.
- Contains an expanded databank of questions with challenging exercises and new examples to clarify key concepts, helping readers develop practical skills for sales and marketing careers.
1. Introduction to Sales and Distribution Channel Management
2. Personal Selling
3. Sales Organisation
4. Sales Technology
5. Sales Territory and Time Management
6. Sales Force Recruitment and Training
7. Sales Force Motivation and Compensation
8. Sales Force Productivity and Performance
9. Selling Ethics
10. Sales-Marketing Interfaces
11. Distribution Channel Design
12. Distribution Channel Power and Relationships
13. Sales Promotion and Trade Loyalty Programmes
14. Channel Economics
15. Omni-Channel Retailing
16. Sales Forecasting and Analytics
17. AI in E-Commerce Sales
18. Question Bank
19. Case Studies in Sales and Distribution Management
20. Simulation Games
21. Distribution Challenges and Workable Solutions
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