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

ggsipu BBA

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 Unit 1 Introduction to Sales Management [Book] 
1Evolution of Sales Management, Scope and ImportanceVIEW
2Skills of a Sales PersonnelVIEW
3Types of Sales ManagerVIEW
4Personal SellingVIEW
5Psychology in SellingVIEW
6Buying SituationsVIEW
7Sales ProcessVIEW
8Sales ForecastingVIEW
9Sales Territory DesignVIEW

Case Studies

VIEW

 Unit 2 Sales Force Management [Book] 
1Sales Organization StructureVIEW
2Sales Force SizeVIEW
3Recruitment & Selection of Sales ForceVIEW
4Sales Force TrainingVIEW
5Sales Force MotivationVIEW
6Compensation of Sales ForceVIEW
7Sales Quotas and ContestsVIEW
8Evaluation of Sales PerformanceVIEW

Case Studies

VIEW

 Unit 3 Distribution Channels and Institutions [Book] 
1Functions of IntermediariesVIEW
2Types and Role of channel Intermediaries in India for consumer and Industrial ProductsVIEW
3Retail–Structure, Types and RoleVIEW
4Strategies, Performance Measure, FranchisingVIEW
5Retail Scenario in IndiaVIEW
6Wholesaling: Features, Classification, Decisions, Trends and FutureVIEW

Case Studies

VIEW

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