Unit 1 Introduction to Sales Management (Book) | |
Introduction to Sales Management, Scope and Importance | VIEW |
The evolving face of Personal Selling | VIEW |
Personal Selling process and Approaches | VIEW |
Sales Organization Structure | VIEW |
Sales Strategies | VIEW |
Sales Forecasting | VIEW |
Sales Territory Design | VIEW |
Unit 2 Sales Force Management (Book) | |
Sales force job Description | VIEW |
Sales force: Recruitment and Selection | VIEW |
Training Sales Personnel | VIEW |
Sales force Motivation | VIEW |
Sales force Compensation | VIEW |
Sales Quotas | VIEW |
Evaluating Sales Performance | VIEW |
Information Technology in Sales Management | VIEW |
Unit 3 Distribution planning and Control (Book) | |
Function of intermediaries | VIEW |
Types and Role of Channel intermediaries in India | VIEW |
Wholesale and Retail Structure | VIEW |
Channel Strategy and Design | VIEW |
Selection, Motivation and Evaluation of intermediaries | VIEW |
Managing channel Dynamics, Relationships and Channel conflict | VIEW |
Ethical and legal issues Sales and Distribution Management | VIEW |
Unit 4 Distribution System and Logistics (Book) | |
Physical Distribution System: Objectives and Distribution Areas | VIEW |
Customer service Goals, Logistics Planning | VIEW |
An overview of Transportation, Warehousing and Inventory Decisions | VIEW |
Efficient Supply chain Management | VIEW |
Integration of Sales and Distribution Strategy | VIEW |
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