Sales and Distribution Management: Decisions, Strategies, and Cases. 7th Edition by Pearson | Post-pandemic sales and distribution management | New Case studies - Tech Always Corporation, Ramta Enterprises, Shamita Tobacco Company, Sayantini Cosmetics, Sa

Book Details:

• Publisher: Pearson

• Author: Richard R. Still

• Language: English

• Edition: 7th Edition

• ISBN: 9789361593994

• Pages: 648

• Cover: Paperback

• Dimensions: 9.1 x 6.7 x 2.8 inches

About the Book:

The seventh edition of Sales Management by Richard R. Still builds upon the successful foundation of its predecessor, aiming to provide readers with an in-depth understanding of sales management decision-making in contemporary business environments. This updated edition is designed to meet three key objectives: to delineate the decision-making areas for sales managers, to analyze decision alternatives and criteria within these areas, and to provide real-world case studies that illustrate decision-making situations.

This edition takes into account the post-pandemic landscape of sales and distribution management, with a fresh perspective on the role of the sales executive within the broader marketing management team. Sales managers are increasingly responsible for formulating strategies concerning product lines, pricing, physical distribution, marketing channels, and promotions. Yet, their core focus remains managing sales personnel and maintaining key relationships with accounts and distributive organizations.

Key features of this edition include a strong Indian perspective, with all chapters adapted to reflect the unique market dynamics of India. It also includes the latest data in case studies and examples, covering contemporary topics such as prescriptive selling approaches, the use of analytics in sales forecasting, the qualities of effective salespeople from a solution-selling perspective, hiring through online platforms, changes in logistics and supply chain post-pandemic, and the growing importance of reverse logistics.

Additionally, the seventh edition includes several new case studies such as Tech Always Corporation, Ramta Enterprises, Shamita Tobacco Company, Sayantini Cosmetics, and Sapphire Paints Limited, offering a practical and engaging learning experience for students and professionals in the field of sales management.