Sales and Distribution Management (Major/Minor) BBA Fourth Semester

Syllabus

Course Code: CBBMM4T08

Sales and Distribution Management

Unit I: Sales Management

Nature, Importance and Objectives of Sales Management, Establishing a Sales Force, Setting Goals and Performance Measures. Management by Objectives.

Unit II: Personal Selling

Concept, Nature and Objectives of Personal Selling, Personal Selling Process, Personal Selling Model: AIDAS Theory, Sales Funnel.

Unit III: Distribution Management

Concept of Physical Distribution, Participants in Physical Distribution, Components of Distribution: Material Handling, Storage, Warehousing, Transportation, Information Tracking.

Unit IV: Channel Management

Nature, Functions of Marketing Channels, Types of Marketing Channels: Conventional and Nonconventional Distribution Channel, Channel Conflicts.