Last updated on November 19th, 2020 at 01:15 pm
| Unit 1 Introduction to Sales Management (Book) |
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| Introduction to Sales Management, Scope and Importance |
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| The evolving face of Personal Selling |
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| Personal Selling process and Approaches |
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| Sales Organization Structure |
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| Sales Strategies |
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| Sales Forecasting |
VIEW |
| Sales Territory Design |
VIEW |
| Unit 2 Sales Force Management (Book) |
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| Sales force job Description |
VIEW |
| Sales force: Recruitment and Selection |
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| Training Sales Personnel |
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| Sales force Motivation |
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| Sales force Compensation |
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| Sales Quotas |
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| Evaluating Sales Performance |
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| Information Technology in Sales Management |
VIEW |
| Unit 3 Distribution planning and Control (Book) |
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| Function of intermediaries |
VIEW |
| Types and Role of Channel intermediaries in India |
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| Wholesale and Retail Structure |
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| Channel Strategy and Design |
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| Selection, Motivation and Evaluation of intermediaries |
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| Managing channel Dynamics, Relationships and Channel conflict |
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| Ethical and legal issues Sales and Distribution Management |
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| Unit 4 Distribution System and Logistics (Book) |
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| Physical Distribution System: Objectives and Distribution Areas |
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| Customer service Goals, Logistics Planning |
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| An overview of Transportation, Warehousing and Inventory Decisions |
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| Efficient Supply chain Management |
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| Integration of Sales and Distribution Strategy |
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