| UNIT 1 [Book Link] |
| 1 | Introduction to Sales Role of Selling in Marketing | VIEW |
| 2 | Personal Selling | VIEW |
| 3 | Salesmanship and Sales Manager | VIEW |
| 4 | Types of Sales Personnel | VIEW |
| 5 | Characteristics of a Successful Salesman | VIEW |
| 6 | Theories of Selling | VIEW |
| 7 | Process of effective Selling | VIEW |
| UNIT 2 [Book Link] |
| 1 | Building Sales Organization | VIEW |
| 2 | Types of Sales organizations and their structure | VIEW |
| 3 | Functions and Responsibilities of Sales Person | VIEW |
| 4 | Filling Sales Positions | VIEW |
| UNIT 3 [Book Link] |
| 1 | Sales Force Motivation | VIEW |
| 2 | Sales Force Compensation | VIEW |
| 3 | Designing incentives and Contests | VIEW |
| 4 | Sales Forecasting, Sales Budget, Sales Quota | VIEW |
| 5 | Sales Territory | VIEW |
| 6 | Building Sales Reporting Mechanism and Monitoring | VIEW |
| 7 | Sales Force Productivity, Sales force Appraisal | VIEW |
| UNIT 4 [Book Link] |
| 1 | Channel Planning Marketing channels, Structure and functions, Marketing channel design, Service output | VIEW |
| 2 | Supply side channel analysis, Channel flow and efficiency analysis, Channel structure and intensity analysis | VIEW |
| 3 | Forward and reverse logistics | VIEW |
| 4 | Gap Analysis | VIEW |
| UNIT 5 [Book Link] |
| 1 | Managing the Marketing Channel incentives and margins | VIEW |
| 2 | Channel power | VIEW |
| 3 | Managing channel conflict | VIEW |
| 4 | Motivating channel members | VIEW |
| 5 | Channel coordination | VIEW |
| 6 | Strategic alliances | VIEW |
| 7 | Vertical integration | VIEW |
| 8 | Overview of retailing, Wholesaling and franchising | VIEW |
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