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Sales Distribution And Logistics Management
Tax excluded
ISBN- 978-93-5480-287-4
AUTHORS- Dr. Vijay Kumar, Sujit Kumar Srivastava
Syllabus
M-322-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 |