Sales and Distribution Management for Organizational Growth

Choudhury, Rahul Gupta

Aug 2019 · IGI Global

About this ebook

Supplying a product to the most customers possible in an effective and cost-efficient way is the primary goal of the sales and distribution sector of a business, since the profits from sales are responsible for the majority of an organization’s revenue. However, with countless brands vying for the customers’ attention, the ability to create a demand for a product and subsequently supply that demand is often the key to a business’s success. There is a need for studies that seek to understand the complementary roles of an organization’s sales force and distribution team to ensure relevancy in today’s globalized world.

Sales and Distribution Management for Organizational Growth is a pivotal reference source that provides vital research on the organization of sales and the sales force, their geographic deployment, and distribution and channel management including how to develop customer-oriented distribution systems. While highlighting topics including expense control, personnel training, and channel design, this book is ideally designed for business students, marketing professionals, executive members, finance analysts, operations employees, academicians, industry professionals, researchers, and students seeking current research on implementing sales strategy and distribution systems to maximize profits and remain a marketplace competitor.

About the author

Rahul Gupta Choudhury has done his schooling from St. Xavier’s and is a chemical engineer from NIT, Durgapur, India (1987). He is a post graduate (MBA) from IIM, Lucknow, India (1989). After that he worked in the corporate sector for 14years, rising to the general manager level. During this period, he worked in multinationals and very large corporate establishments. In the corporate sector, he has primarily worked in the areas of sales and marketing, and supply chain management. He was also a Fulbright scholar from Carnegie Mellon University, Pittsburgh, USA. Then he shifted to academics, teaching in top private business schools in India. Simultaneously, he did his Ph.D. from Alliance University, Bangalore, India (2011-2016). He has now been in academics for the last 16 years. He is quite active in research and has published many papers in reputed national and international journals. He has participated in many national/international conferences so far and has written one book chapter on emotional branding. He has also been the recipient of Best Faculty Award.

[Editor]