Sales And Distribution Management

                                                                                                                           Syllabus

                       SALES AND DISTRIBUTION MANAGEMENT

                                                  (Course Code: 20IMG24GM4)

Unit-I

Sales Management: Role of Sales Management in Marketing, Nature and Responsibilities of Sales Management, Modern Roles and Required Skills for Sales Managers. Theories of Selling. Sales Planning: Importance, Approaches and Process of Sales Planning; Sales Forecasting; Sales Budgeting. Sales Organisation: Purpose, Principles and Process of Setting up a Sales Organisation; Sales Organisational Structures; Field Sales Organisation; Determining Size of Sales Force.

Unit-II

Territory Management: Need, Procedure for Setting up Sales Territories; Time Management; Routing. Sales Quotas: Purpose, Types of Quotas, Administration of sales quotas. Managing the Sales-force: Recruitment, Selection, Training, Compensation, Motivating and Leading the Sales-Force; Sales Meetings and Contests.

Unit-III

Control Process: Analysis of Sales, Costs and Profitability; Management of Sales Expenses; Evaluating Sales Force Performance; Ethical Issues in Sales Management.

Unit-IV

Distribution Channels: Role of Distribution Channels, Number of Channels, Factors Affecting Choice of Distribution Channel, Channel Behaviour and Organisation, Channel Design Decision; Channel Management Decisions; Distribution Intensity; Partnering Channel Relationship.