BBA210 Sales and Channel Management GGSIPU BBA NEP 2024-25 Notes

Unit 1 [Book]
Introduction to Sales Management, Evolution, Scope and importance	VIEW
Skills of a Sales Personnel	VIEW
Types of Sales Managers	VIEW
Personal Selling, Theories	VIEW
Psychology in Selling	VIEW
Buying Situations	VIEW
Sales Process	VIEW
Sales Forecasting	VIEW
Sales Territory Design	VIEW

Unit 2 [Book]
Sales Force Management	VIEW
Sales Organization Structure	VIEW
Sales Force Size	VIEW
Recruitment, Selection of Sales force	VIEW
Training of Sales Force	VIEW
Motivation of Sales Force	VIEW
Compensation of Sales Force	VIEW
Sales Quotas	VIEW
Sales Contests	VIEW
Evaluation of Sales Performance	VIEW

Unit 3 [Book]
Distribution Channels and Institutions	VIEW
Functions of Intermediaries	VIEW
Types and Role of Channel Intermediaries in India for Consumer and Industrial Products	VIEW
Retail, Structure, Types and Role	VIEW
Retail, Strategies, Performance Measures	VIEW
Franchising	VIEW
Retail Scenario in India	VIEW
Wholesaling: Features, Classification, Decisions, Trends and Future Scenario	VIEW

Unit 4 [Book]
Distribution Channel, Design, Management and Logistics	VIEW
Channel Strategy and Design	VIEW
Selection, Motivation and Evaluation of Intermediaries	VIEW
Managing Channel Dynamics, Relationships	VIEW
Channel Conflict	VIEW
Physical Distribution System: Objectives and Decision Areas	VIEW
Introduction to Logistics Management	VIEW
Supply Chain Management	VIEW
Green Supply Chain Management	VIEW
E-commerce	VIEW
Integration of Sales and Distribution Strategy	VIEW
Logistics for Sustainability	VIEW
Logistics Digital Trends	VIEW
Ethical and Legal Issues in Sales and Distribution Management in Indian context	VIEW