Sales Distribution And Logistics Management

Unit

Course Description

Sessions

UNIT I

Introduction: Sales Management, Process, Role of Sales Manager and Salesmanship, Process of Personal Selling. Buyer Seller Dyad.

2

UNIT II

Goal Setting: Goal Setting Process in Sales Management, Analysing Market Demand and Sales Potential, Preparation of Sales Budget.

4

UNIT III

Sales Strategies: Formulating Selling Strategies, Designing Sales Territories and Sales Quota.

4

UNIT IV

Sales Force Staffing: Designing the Structure and Size of Sales Force, Recruitment, Selection and Training of Sales Force.

3

UNIT V

Compensation & Evaluation of Sales Force: Motivating the Sales Force, Training, Compensating the Sales Force and Evaluating the sales force performance.

3

UNIT VI

Distribution Management: Concept of Distribution Channel, Importance of a Channel, Types of Distribution channels.

2

UNIT VII

Distribution Channel Management: Channel Design and Planning, Managing Marketing Channels, Evaluation of Channel Performance.

2

UNIT VIII

Physical Distribution Management: Components of Physical Distribution-Transportation, Warehousing and Inventory Control System, Logistics Management and I.T. Applications.

4