SALES AND DISTRIBUTION MANAGEMENT-TEXT AND CASES AN INDIAN PERSPECTIVE

The importance of marketing in the Indian economy continues to grow day by day. With the rise in income of people in general, the overall demand for all types of consumer goods has gone up. This has led to an increase in production of various types of consumer goods. The success or failure of a business now depends upon how effectively selling functions are performed. What is now needed is the intensive cultivation of sales to ensure proper utilization of the productive capacities and to generate full employment. This needs accurate, factual information reasonably complete and timely, rather than hunches and guesswork, in making selling decisions. Hence, today sales and distribution has assumed an important place as an effective management tool for marketers.