Sales & Distribution Management

Syllabus

18 MBA 302 A

Module‐I: Sales Management

Objectives and Functions, Setting up a Sales Organisation, Selling Process, Management of Sales Force, Recruitment & Selection, Training, Sales Force Motivation, Compensating Sales Force, Sale Forecasting, Territory Design and Management, Evaluation of Sales Force, Sales Budget, Sales Quota, Concept of Sales Analytics .

Module ‐ II: Distribution Management

Designing Customer Oriented Marketing Channel, Own Sales Channel vs. Intermediary, Managing Channel Member Behavior, Channel Conflict, Co‐operation & Competition. Omni Channel. Distribution Analysis- Depth and width of distribution, Per Dealer Stocking, Percentage Dealer Stocking, Per Dealer Off take, Stock Turnover Ratio, Weighted Distribution. Vertical Marketing System, Horizontal Marketing System,

Module ‐ III: Logistics Management

Objectives of Logistics, Logistics Planning, Inventory Management Decisions, Transportation Decisions, Supply chain Management in Online Marketing and Retailing.