Sales & Distribution Management

Syllabus

BBA-404: Sales & Distribution Management

Unit–I

Sales Management: Evolution of Sales Function- Objectives of Sales Management Positions - Functions of Sales Executives- Relation with Other Executives

Unit–II

Sales Organisation and Relationship: Purpose of Sales Organisation - Types of Sales Organisation Structures - Sales Department External Relations Distributive Network Relations.

Unit–III

Salesmanship: Theories of Personal Selling, Types of Sales Executives, Qualities of Sales Executives, Prospecting, Pre-Approach and Post-Approach- Organising Display, Showroom & Exhibition

Unit–IV

Distribution Network Management, Types of Marketing Channels, Factors Affecting the Choice of Channel, Types of Middleman and Their Characteristics, Concept of Physical Distribution System Sales

Unit–V

Force Management, Recruitment and Selection, Sales Training, Sales Compensation