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TABLE OF CONTENTS16 sections

Sales & Distribution Management

01Sales & Distribution Management 02Foundations Of Sales And Distribution Management 03Markets Customers And Organizational Buying 04Sales Strategy Planning And Forecasting 05Personal Selling And The Professional Sales Process 06Customer Relationships Negotiation And Key Accounts 07Sales Organization Territories And Quotas 08Salesforce Talent Leadership And Compensation 09Sales Control Performance And Analytics 10Distribution Channels Functions And Theory 11Channel Design And Route To Market Decisions 12Channel Partner Management And Governance 13Physical Distribution Logistics And Service Levels 14Retail Omnichannel And International Distribution 15Sales Technology Digital Transformation And Ai 16Integrated Revenue Management And Emerging Directions

Chapter 5

Customer Relationships Negotiation And Key Accounts

PREVIOUS SECTIONPersonal Selling And The Professional Sales... UP NEXTSales Organization Territories And Quotas

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