SALES AND DISTRIBUTION MANAGEMENT Book B.Com 3rd Sem Bihar

Unit

Topics to be Covered

No. of Lectures

1

Evolution of Sales Management:

Nature and Role of Sales Management. Sales Strategies: Relationship Strategy: Hard Sale Vs. Soft Sale Strategy, Setting Personal Selling Objective.

10

2

Sales Training Program:

Role of a Trainer: Training Method: Designing Sales Training Program, Motivating Sales Personnel, Financial Compensation Methods, Nonfinancial Methods. Sales Meeting, Sales Contests: Managerial Evaluation of Contest

10

3

Sales Organisation:

Sole Organisation Concepts Structures Procedure: Types; Methods. Territories Size: Allocation: Designing Allocating Sales Efforts, Sales Information System Planning: Reports, Evaluation of Sales Force. Process

10

4

Marketing Channel-

Importance, Structure: Flow, Wholesaling: Functions: Classification; Key Terms. Retailing, Organized Retail in India. Types of Retailer. Role of Retailer E-Tailing. Market Logistics Scope: Inventory Management: Warehousing, Transportation

10

5

Designing Channel System:

Channel Design, Channel Planning Selecting Channel Partners: Change Training Motivating: Evaluating Channel Management Use of Power: Channel Conflict Channel Information System: Elements: Purpose, Channel Performance Evaluation. International Channels: Mode of Entry Decision

10

Unit

Topics to be Covered

No. of Lectures

1

Evolution of Sales Management:

Nature and Role of Sales Management. Sales Strategies: Relationship Strategy: Hard Sale Vs. Soft Sale Strategy, Setting Personal Selling Objective.

10

2

Sales Training Program:

Role of a Trainer: Training Method: Designing Sales Training Program, Motivating Sales Personnel, Financial Compensation Methods, Nonfinancial Methods. Sales Meeting, Sales Contests: Managerial Evaluation of Contest

10

3

Sales Orgaisation:

Sole Organisation Concepts Structures Procedure: Types; Methods. Territories Size: Allocation: Designing Allocating Sales Efforts, Sales Information System Planning: Reports, Evaluation of Sales Force. Process

10