| Unit 1 Introduction to Sales Management [Book] | |
| Scope, Importance and Evolution of Sales Management | VIEW |
| VIEW | |
| Marketing & Selling | VIEW |
| Emerging trends in Sales Management | VIEW |
| Personal Selling Process and Approaches | VIEW |
| Sales Organization Structure | VIEW |
| Sales Strategies, Sales Forecasting | VIEW |
| Sales Territory Design | VIEW |
| SPIN Selling | VIEW |
| Unit 2 Sales Force Management [Book] | |
| Sales Force Management | VIEW |
| Sales Force Job Description | VIEW |
| Recruitment and Selection | VIEW |
| Training Sales Personnel | VIEW |
| Sales Force Motivation | VIEW |
| Sales Force Compensation, Sales Quotas and Contests | VIEW |
| Evaluating Sales Performance | VIEW |
| Information Technology in Sales Management | VIEW |
| Unit 3 Distribution Planning and Control [Book] | ||
| Functions of intermediaries | VIEW | |
| Types and role of channel in India for customer and industrial Products | VIEW | |
| Channel Design | VIEW | |
| Channel member Selection | VIEW | |
| Selection, Motivation and Evaluation of intermediaries | VIEW | |
| Managing channel Dynamics, Relationships and Channel conflicts | VIEW | |
| Wholesale and Retail Structure | VIEW | |
| VIEW | VIEW | |
| Ethical and Legal issues in Sales and Distribution Management | VIEW | |
| Unit 4 Distribution System and Logistics [Book] | ||
| Physical Distribution System; Objective and Decisions Area | VIEW | |
| Customer Services Goals, Logistics Planning | VIEW | |
| An Overview of Transportation, Warehousing and Inventory Decisions | VIEW | |
| Packaging | VIEW | |
| VIEW | VIEW | |
| Fleet Routing & Loading | VIEW | |
| Efficient Supply chain Management (SCM) | VIEW | |
| IT enabling cost service performance measurement | VIEW | |
| Integration of Sales and Distribution Strategy | VIEW | |