sales & distribution mgmt syllabus

8/11/2019 Sales & Distribution Mgmt Syllabus

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UNIT - 01

BASICS OF SALES MANAGEMENT:

Chapter I

Introduction - Objectives - Determination of functions - Interrelationship with Functional

Departments - Organisational Structure of Sales Department - Roles and Skills of Modern Sales

Manager -Responsibilities of Sales Managers - case studies.

Chapter II

Sales Management vs. Marketing Management - Salesmanship - Concepts - Selling process -

Focus on customer satisfaction and building seller customer relationship - Sales Force

Management - career in field sales management - Emerging Trends in Sales Management -

Linking Sales and Distribution Management - Case studies

UNIT - 02

PERSONAL SELLING & SALES FORCE RECRUITMENT:

Chapter III

Personal Selling: Concepts - Objectives - Buying Decision Process - Buying Situations - Effective

Communication - Sales Knowledge and Related Marketing Polices - Personal Selling Process -

Strategies - Determining the Kinds of sales Personnel - Determining Sales Force Size - - customeroriented selling strategies - Case studies.

Chapter IV

Sales Force Recruitment: Selection - Training - Motivation - Compensation - Evaluation &

supervision - Managing Expenses of Sales Personnel - Sales Meetings and Sales Contests - case

studies.

UNIT - 03

SALES BUDGETING, TERRITORIES & QUOTAS:

Chapter V

Strategic Planning - Developing Sales Forecast - Forecasting Approaches - Sales Budget:

Purpose - Form and Content - Process - Sales Audit - Sales Analysis - Marketing Cost Analysis -

case studies.

Chapter VI

Sales Territories: Definition - Designing Process - Assigning Salespeople to Territories - Managing

Territorial Coverage - Sales Quotas: Objectives - Types - Quota-setting Procedure - Administering

the quota system - Reasons for not using Sales quotas - case studies.UNIT - 04

DISTRIBUTION MANAGEMENT BASICS:

Vinayaka Missions University,Directorate of Distance Education

Salem India

MASTER OF BUSINESS ADMINISTRATION

2 Yr.

MAJOR XI SALES AND DISTRIBUTION MANAGEMENT(2041247)


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Chapter VII

Physical distribution - Definition, Importance - participants in physical

distribution process - Distribution Channel Strategies - Patterns of Distribution - case studies.

Chapter VIII

Marketing Channels - Definition & Importance - Different forms of channels - Functions of

Marketing Channels - Unconventional channels - Channels for Consumer goods, Industrial Goods& Services - Integrated Marketing Channels - Horizontal, Vertical, Multi channel marketing

Systems - International Marketing Channels - Case studies

UNIT - 05

CHANNEL INSTITUTION & DESIGNING CHANNEL SYSTEM:

Chapter IX

Retailing: Definition - Types - Roles - Strategies - Retail Performance Measures - Store Design -

Franchising - e-tailing - Foreign Direct Investment (FDI) in India - Wholesaling: Concepts -

Functions - Classifications - Key Tasks - Trends - Future of wholesaling in India - case studies.

Chapter X

Designing Channel System: Influencing Factors - Channel Design and Planning Process -

Selecting Channel Partners - Training, Motivating and Evaluating Channel Members - Channel

Design Comparison Factors - Channel Design Implementation - case studies.

UNIT - 06

CHANNEL MANAGEMENT & SUPPLY CHAIN MANAGEMENT:

Chapter XIChannel Management - Concepts - Principles - Channel Policies - Channel Selection Process &

criteria - Channel Conflicts & Techniques to resolve channel conflicts - Channel Information

System: Elements - Channel Performance Evaluation - Channel Implementation - Case studies.

Chapter XII

Logistics - Scope - Activities - Extension into Supply Chain Management - Supply Chain

Management - concept - significance - components - Types - Cost of Services - Performance

Measurement - Overview of Supply Chain Models and Modeling Systems - Building blocks of a

supply chain network - Business processes in supply chains - Case Studies

REFERENCE BOOKS:

1. Richard R. Still, Edward W. Cundiff & Goveni, "Sales Management", PHI Pub

2. Havaldar.VK & Cavale.VM,Sales and Distribution Maangement: Text and Cases, TMH.

3. Charles M. Futvell, "Sales Management, Team Work, Leadership & Technology", Thomson

learning, South Western, 6th ed. 2003.

4. Channel Management -Stern - El Ansary

5. P.K. Sahu, K.C. Raut, Salesmanship & Sales Management, Vikas Pub, 3rd rev.ed.

6. Earl D. Honeycutt, John B. ford, Antonis S. Simintiras, "Sales Management: A Global

Perspective, Routledge Pub.

7. Distribution Management - S. Eliton

8. Sales and Distribution Management - S. L. Gupta


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9. Channel Management & Retail Management - Meenal Dhotre

10. Marketing - Bovee, Thill. Marketing Management - Philip Kotler

sales & distribution mgmt syllabus

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