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Sales & Distribution management
Paper has been designed such that it acquaints the students with the emerging trends in the Sales & Distribution and handling the issues involved in their management.
Introduction of Sales management: Evolution, nature & scope of sales management. Personal selling, Roles & functions of a sales manager, Process of personal selling, strategies used by a salesman in personal selling, modes of sales presentation, designing & delivering of sales presentation.
Developing Sales training programmes, Evaluating & Executing sales training programme, recruiting & selecting sales personnel, methods & administering selection procedure, Motivating sales personnel: Financial & Non financial motivational techniques, Devising a sales compensating plans, compensating sales personnel, Controlling & evaluating sales personnel. Types of compensating plans, Fringe Benefits.
Sales budgeting & control: Preparation of sales budget, Analyzing market demand & Sales potential, Techniques of sales forecasting, Formulating selling strategies, Designing sales territories & allocating sales efforts to sales territories. Sales quota: objectives & types of quotas, quota setting procedure, administering the quota system.
An Overview of Marketing Channels - Structure, Functions and Relationships; Organisational Patterns in Marketing Channels; Managing marketing channels; Marketing Channel Policies and Legal Issues; Assessing Performance of Marketing Channels; Recent developments in sales and distribution scenario in India.
Introduction to Distribution Management: Concept of Distribution Channel, Importance of a Channel, Types of Channels, Primary Distributors, Specialized Distributors and Participants. Distributors: Policies and Strategies. Channel Management: Forces of Distributing Systems, Distributors Selection and Appointment, Channel Conflicts and their Resolutions, Training the Distributors Sales Team.
1. Still, Cundiff, Govoni, Sales Management: Decisions, Strategies and Cases, Prentice Hall of India, New Delhi 2. Chunawalla, S. A., Sales Management, Himalaya Publishing House, Mumbai, 2003, 5th ed.
1. Calvin, Robert J., Sales Management, Tata McGraw-Hill, 2002 2. Mathew, M.J., Sales Management and Sales Promotion, RBSA Publishers, Jaipur 3. Sudha, G.S., Sales Management, Ramesh Book Depot, Jaipur 4. Hawaldar and Kavle, Sales Management. 5. S.L.Gupta, Sales Management.
