BMBMK03 Sales and Distribution Management 3rd Semester AKTU MBA Notes

Unit 1 [Book]
Introduction to Sales	VIEW
Role of Selling in Marketing	VIEW
Personal Selling	VIEW
Types of Sales Personnel	VIEW
Characteristics of a Successful Salesman	VIEW
Process of effective Selling	VIEW

Unit 2 [Book]
Types of Sales Organizations and their Structure	VIEW
Sales Force Recruitment, Selection	VIEW
Sales force Training and Development	VIEW
Sales force Motivation	VIEW
Sales force Compensation	VIEW
Designing Sales incentives	VIEW
Sales Contests	VIEW
Sales Forecasting	VIEW
Sales Budget	VIEW
Sales Quota	VIEW
Sales Territory	VIEW
Building Sales reporting Mechanism and Monitoring	VIEW
Sales Force Productivity	VIEW
Sales Force Appraisal	VIEW

Unit 3 [Book]
Sales Planning and Control	VIEW
Sales Forecasting Methods and Techniques	VIEW
Sales Budgeting	VIEW
Sales Resource Allocation	VIEW
Sales Strategy	VIEW
Sales Planning Process	VIEW
Sales Call Planning	VIEW
Sales Time Management	VIEW
Role of Technology in Sales Planning	VIEW
CRM	VIEW
Sales force Automation	VIEW
Ethics in Selling and Legal Aspects	VIEW

Unit 4 [Book]
Distribution Channel Management	VIEW
Types of Marketing Channels	VIEW
Channel Design and Selection	VIEW
Channel Conflict and its Management	VIEW
Channel Partner Selection	VIEW
Channel Partner Motivation	VIEW
Channel Partner Performance Appraisal	VIEW
Retailing, Trends and Practices	VIEW
Wholesaling, Trends and Practices	VIEW
Managing Vertical Marketing Systems	VIEW
Managing Horizontal Marketing Systems	VIEW

Unit 5 Logistics and Emerging Trends in Distribution [Book]
Introduction to Logistics	VIEW
Supply Chain Management	VIEW
Order Processing	VIEW
Warehousing	VIEW
Inventory Management	VIEW
Transportation and Distribution Cost Control	VIEW
E-commerce	VIEW
Omnichannel Distribution	VIEW
Role of IT in Distribution:	VIEW
ERP	VIEW
SCM Tools	VIEW
Emerging Trends:
Green Logistics	VIEW
Reverse Logistics	VIEW
Direct–to–Consumer (D2C) Channels	VIEW
Role of IT in Retailing:	VIEW
Enterprise Resource Planning (ERP)	VIEW
CRM	VIEW
Analytics-retailing	VIEW
Omni Channel Strategies	VIEW
Mobile Retailing	VIEW
Social Commerce	VIEW
AI/ML in Retail	VIEW
Ethical and Legal issues in Retail	VIEW
Sustainability in Retailing, Future Trends	VIEW