Skip to content



  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



1 Comment »

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

This site uses Akismet to reduce spam. Learn how your comment data is processed.

%d bloggers like this: