| 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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