Skip to content

GGSIPU (BBA310) Sales & Distribution Management – 6th Semester

ggsipu BBA


  Unit 1 Introduction to Sales Management [Book]  
1 Evolution of Sales Management, Scope and Importance VIEW
2 Skills of a Sales Personnel VIEW
3 Types of Sales Manager VIEW
4 Personal Selling VIEW
5 Psychology in Selling VIEW
6 Buying Situations VIEW
7 Sales Process VIEW
8 Sales Forecasting VIEW
9 Sales Territory Design VIEW

Case Studies


  Unit 2 Sales Force Management [Book]  
1 Sales Organization Structure VIEW
2 Sales Force Size VIEW
3 Recruitment & Selection of Sales Force VIEW
4 Sales Force Training VIEW
5 Sales Force Motivation VIEW
6 Compensation of Sales Force VIEW
7 Sales Quotas and Contests VIEW
8 Evaluation of Sales Performance VIEW

Case Studies


  Unit 3 Distribution Channels and Institutions [Book]  
1 Functions of Intermediaries VIEW
2 Types and Role of channel Intermediaries in India for consumer and Industrial Products VIEW
3 Retail–Structure, Types and Role VIEW
4 Strategies, Performance Measure, Franchising VIEW
5 Retail Scenario in India VIEW
6 Wholesaling: Features, Classification, Decisions, Trends and Future VIEW

Case Studies


  Unit 4 Distribution Channel: Design, Management And Logistics [Book]  
1 Channel Strategy and Design VIEW
2 Selection, Motivation Evaluation of Intermediaries VIEW
3 Managing Channel Dynamics, Relationships and Channel Conflict VIEW
4 Physical Distribution Channel: Objectives and Decision Areas VIEW
5 Introduction to Logistics and Supply chain Management VIEW
6 Integration of Sales and Distribution Strategy VIEW
7 Ethical and Legal Issues in Sales and Distribution Management 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: