Sales and Distribution Management

Introduction to Sales Management: Nature and Importance of Sales Management · Role of a Sales Manager · Types of Sales Management Positions · Theories of Personal Selling · Personal Selling Objectives · Sales Forecasting Methods · Sales Related Marketing Policies.

Organizing & Driving Sales Efforts: Personal Selling Process · Kind and Size of the Sales Force · Sales Organisation Structures · Sales Territories & Quotas · Sales Budgets.

Sales Force Management: Sales Job Analysis · Sales Force Compensation Structure · Sales Force Motivation · Sales Contests.

Sales Force Supervision: Sales Expenses · Sales Performance Evaluation · Sales Reports · Sales Audits.

Distribution Management:  · Introduction · Need and Scope of Distribution Management · Marketing Channels Strategy · Levels of Channels · Functions of Channel Partners · Evolution & Possible Channel Formats.

Channel Institutions:  Retailing & wholesaling.

Designing channel systems:  Channel Intensity · Channel Design Process · Selecting Channel Partners.

Channel Management: · Channel Policies · Power Bases in Managing Channel Partners · Conflict Management.

Channel Information Systems: Elements of CIS · Designing of a CIS · Channel Performance Evaluation.

Market logistics and supply chain management: Definition & scope of Logistics · Component/s of logistics · Inventory & Warehouse Management · Transportation, Technology in Logistics and SCM.

International SDM: Nature of International Markets · Sales & Distribution Management in International Markets.