Sales and Logistics Management

Syllabus

 MM-303     Sales and Logistics Management

Max. Marks:100                                                           External: 70

Time 3 Hour                                                                  Internal: 30

Sales Management- An Introduction. Sales Organisation, Sales Functions and Policies. Tasks and Responsibilities of Field Sales Manager. Planning of Sales Efforts- Sales Planning and Budgeting, Estimation of Market Potential and Sales Forecasting, Setting Sales Territories. Fixation of Sales Quota, Sales and Cost Analysis.  Managing Sales force- Selection, Training, Compensation, Motivation and Evaluation of Sales Performance.

Logistics Management- Meaning and relationship with Supply Chain Management. Logistics as a source of Competitive Advantage. Warehousing- Alternatives and Strategy. Inventory Management Policies. Transportation Types, Issues and Decision Making. Packaging Issues. Logistics Organisation. Recent Trends in Logistics- E Logistics, Green Logistics and Reverse Logistics.