Sales & Distribution Management

                                                          Syllabus

                                          305 MKT

1)      Overview of Sales Management:

a)      Meaning, Evolution, Nature and importance of sales management, Strategic role of sales management,

b)      Objective and functions of sales management, Emerging trends in Sales Management, Careers in Sales Management; Skills required for Sales Managers.

c)      Impact of Technology on Sales: ERP, Social Platforms, Introduction of Sales Force Automation Systems (SFA) and Mobile technology in sales.

2)      Organising the Sales Force:

a)      Sales Organisation – meaning, Objectives & Structures of Sales Organisation, Recruitment, selection and training the sales force, motivation to sales force, Compensation and Evaluation of Sales Force. Duties and Responsibilities of Sales Managers and the Effective Sales Executive.

b)      Personal Selling: Objectives; Personal Selling Process; Relationship selling, (Primary, Secondary etc. Selling).

3)      Sales Planning and Control:

a)      Sales Planning Sales Forecasting & Budgeting, Sales Quotas and Targets.

b)      Sales Control: Reporting Formats for Primary and Secondary Sales, Monthly Sales Plan, Territory Sales and Coverage Plan, Daily Sales Call Report, Expired Goods and Breakage Return Report, Fortnightly Sales Review Report, Order Booking Report, Monthly and Quarterly Sales Report.

c)      Sales Audit: Sales Force Productivity Indicators (Value and Volume); Territory Productivity, per Person per Month Productivity, Sales to Marketing Expenses Ratio.

4)      Distribution Management:

a)      Distribution Management: Introduction, need and scope of distribution channels; Marketing channels strategy; Levels of channels; Designing Channels; Selection and Recruitment of Channel Partners; Channel Conflicts; Techniques to resolve channel conflicts;

b)      Channel Management Decisions; Channel policies, Concept of Vertical Marketing System (VMS) and Horizontal Marketing System (HMS).

c)      Channel Information System: Meaning, purpose, Developing channel information system, Elements of Channel Information System, Channel performance evaluation criteria.

d)      Franchising: Significance and importance of Franchisee in Channel Decision; Advantages of Franchisee; Process of appointment of Franchisee; Franchiser-Franchisee relationship. ROI calculation at Dealer Level.

5)      Wholesaling, Retailing & Logistics Management:

a)      Wholesaling: Meaning, functions, classification of wholesalers, Major wholesaling activities and decisions.

b)      Retailing: Meaning, Types of Retailers and retailing formats, Retail strategies, E-Tailing: Structure and Developments in E-tailing, Advantages & Disadvantages of E-Tailing.

c)      Concept & scope of logistics, Components of logistics – warehousing decisions, Transportation decision, Inventory management decisions: Concept of EOQ, ROP, JIT, online inventory management.

d)      Concept and scope of Supply chain management, Components of Supply Chain Management.