Sales And Distribution Management

Syllabus

MBA: (Code-3T1)

Module-1

Introduction to Sales Management- Definition and Meaning, Objectives, Sales Research, Sales Forecasting, Sales Forecasting Methods, Sales Planning and Control: Goal Setting, Performance Measurement, Diagnosis and Corrective Actions, Estimating Market and Sales Potentials.

Module-2

Sales Organisation– Setting up a Sales Organization, Personal Selling, Management of Sales Force, Recruitment & Selection, Training, Motivation and Evaluation, Compensating Sales Force, Territory Management, Sales Budget, Sales Quota.

Module-3

Physical Distribution– Definition, Importance – Participants in Physical Distribution Process - Different forms of Channels - Functions of Marketing Channels, Unconventional Channels - Channel Intermediaries – Wholesaling and Retailing , Channels for Consumer Goods, Industrial Goods & Services – Integrated Marketing Channels – Horizontal, Vertical, Multi -Channel Marketing Systems.

Moduel-4

Supply Chain Management– Concept – Significance – Components – Order Processing – Material Handling – Transportation – Warehousing – Inventory Management – Reverse Logistics, E-enabled Selling and Distribution

Module-5

E-commerce and E-Retailing- E-Commerce and E-Retailing as a Channel of Distribution, Electronic Intermediaries, Disintermediation and Re-intermediation, E-enabled Logistics Management and Tracking Systems.