Sales and Distribution Management | MBA 3rd Sem | Andhra University

Sales and Distribution Management Book for MBA 3rd Semester Andhra University

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Buy Latest Sales and Distribution Management Book for Mba 3rd Semester in English language specially designed for AU ( Andhra University , Andhra Pradesh) By Thakur publication.

ISBN- 978-93-82249-36-8

Tripti Singh Chowdhury & Amit Kumar

According to the syllabus of ‘Andhra University, Vishakhapatnam’

Syllabus

SALES AND DISTRIBUTION MANAGEMENT

Unit-I: Modern Trends in Sales Management – Inter Departmental Relations – Organization of Sales Department – Different Types of Sales Organizations.

Unit-II: Analysis of Market Potential – Sales Potential – Sales Volume – Forecasting Sales – Different Techniques of Forecasting Sales – Sales Budgets – Time and Territory Management – Sales Quotas.

Unit-III: Recruitment – Selection and Training of Salesmen – Salesmen’s Compensation Plans – Evaluation of Salesmen’s Performance – Sales Control Research.

Unit-IV: Marketing Channels – Structure and Functions – Channel Design – Selecting Channel Members – Motivating Channel Members.

Unit-V: Channel Conflicts – Reasons – Managing Channel Conflicts Evaluating Channel Member Performance – Supply Chain Management – Managing Logistics.

(Case Studies are Compulsory)

Reference AU2017/MBA/3/07

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