Distribution Management Decisions

Manfred Bruhn ()
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Manfred Bruhn: Faculty of Business and Economics, University of Basel

Chapter Chapter 8 in Principles of Marketing, 2025, pp 225-257 from Springer

Abstract: Abstract This chapter presents the various decision-making aspects of the sales policy. You learn about the different fields of work and objectives of sales management, deal with strategic and operational issues of sales management, will follow exemplary basic decisions about the design of sales systems, sales activities, and logistics systems, and familiarize yourself with the possibilities of cooperation between industry and retail. A particular concern of this chapter is to demonstrate the diverse possibilities and current challenges in designing sales and distribution channels.

Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-45834-8_8

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DOI: 10.1007/978-3-658-45834-8_8

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