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An over view of Sales and Distribution Management Pravat Surya Kar For circulation at RIMS as an academic input, not to be considered a substitute of books or the source The basic ideas that one should acquire Evolution of the Sales Concept Nature and Role of Selling Image of Selling Objectives of Sales Management Integrating Sales and Marketing Management Environmental Changes Affecting Sales
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The distribution channel is the route a product travels from raw material to the customer. Inventory must be managed from point of manufacturer to the final customer. This management may include several layers of inventory when the product is stocked at distribution centers, wholesalers, and retailers. The distribution network structure defines the channel and therefore the relationships
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ADVERTISING AND SALES PROMOTION Sales promotion is the dissemination of information through a wide variety of activities other than personal selling, advertising and publicity which stimulate consumer purchasing and dealer effectiveness. 4. Publicity is the disseminating of information by personal or non-personal means and is not directly paid by the organization and the organization is
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