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Sales And Distribution Management
Tax excluded
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.