GGSIPU (MBA) SALES & DISTRIBUTION MANAGEMENT – 3RD SEMESTER
| UNIT 1 Introduction To Sales Management | ||
| 1 | Scope, Importance and Evolution | VIEW |
| 2 | Emerging trends in Sales Management | VIEW |
| 3 | Personal Selling Process and Approaches | VIEW |
| 4 | Sales Organization Structure | VIEW |
| 5 | Sales Strategies, Sales Forecasting | VIEW |
| 6 | Sales Territory Design | VIEW |
| UNIT 2 Sales Force Management | ||
| 1 | Sales Force Job Description | VIEW |
| 2 | Recruitment and Selection | VIEW |
| 3 | Training Sales Personnel | VIEW |
| 4 | Sales Force Motivation | VIEW |
| 5 | Compensation, Sales Quotas | VIEW |
| 6 | Evaluating Sales Performance | VIEW |
| 7 | Information Technology in Sales Management | VIEW |
| UNIT 3 Distribution Planning and Control | ||
| 1 | Functions of intermediaries | VIEW |
| 2 | Types and role of channel in India for customer and industrial Products | VIEW |
| 3 | Wholesale and Retail Structure | VIEW |
| 4 | Complex Distribution arrangement | VIEW |
| 5 | Channel and Strategy and design | VIEW |
| 6 | Selection, Motivation and Evaluation of intermediaries | VIEW |
| 7 | Managing channel Dynamics, Relationships and Channel conflicts | VIEW |
| 8 | Ethical and legal issues in sales and distribution Management | VIEW |
| UNIT 4 Distribution System and Logistics | ||
| 1 | Physical Distribution System – Objective and Decisions Area | VIEW |
| 2 | Customer Services Goals, Logistics Planning | VIEW |
| 3 | An Overview of Transportation, Warehousing and Inventory Decisions | VIEW |
| 4 | Efficient Supply chain Management (SCM) | VIEW |
| 5 | IT Enabling cost service performance measurement | VIEW |
| 6 | Integration of Sales and Distribution Strategy | VIEW |
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