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SALES & Distribution Management Syllabus (Corrected Version)

This course covers key concepts in sales and distribution management. It includes topics such as sales management and personal selling, recruiting and staffing the sales force, sales organization and budgeting, quota systems, and formulating personal selling strategies. The course also addresses distribution management and different distribution channels for consumer and industrial goods. Recommended textbooks and references provide further guidance on professional sales management, personnel selling, management of the sales force, and sales concepts, practices, and cases.

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933 views2 pages

SALES & Distribution Management Syllabus (Corrected Version)

This course covers key concepts in sales and distribution management. It includes topics such as sales management and personal selling, recruiting and staffing the sales force, sales organization and budgeting, quota systems, and formulating personal selling strategies. The course also addresses distribution management and different distribution channels for consumer and industrial goods. Recommended textbooks and references provide further guidance on professional sales management, personnel selling, management of the sales force, and sales concepts, practices, and cases.

Uploaded by

Saurabh Khare
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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SALES & DISTRIBUTION MANAGEMENT

Course Code: PGSPL Mkt IV Objective: This course explains in detail the concepts, practices and issues in sales and distribution management.

Course Content: I. Sales Management & Personal Selling, Objective of Sales Management, Sales Management & Control, Action to correct controllable variations, adjustment for uncontrollable variations; Sales management, Personnel Selling & salesmanship - Buyer-Seller dyads, diversity in personal selling, theories of selling, Prospecting, Objection handling & closing; II. Recruiting sales personal - sources of sales force recruitment and a comparative study, staffing process. Qualities required in sales personnel, personal recruiting, indirect recruiting; Sales organization- Purpose of sales organization; defining objectives of setting a sales organization, basic structure; Sales Budget- Purpose of sales budget, mechanism of control, instrument of planning, types of budgetary procedure, error in budget estimates, flexibility in budgeting; Quota System- definition & objective, Quantitative performance standards, tighter controls, motivational forces, sales contents; Formulating personal selling strategy- different market situations, personal selling objectives & strategy, size of sales force, sales compensation plan& its type; Distribution Mgmt - Distribution flows; different levels of distribution for FMCG & industrial goods.

III.

IV.

Text Book: 1. Still, Cundiff & Govoni, Sales Management Decision, Strategy & Cases (5th Edition), Pearson 2. S. A. Chunawalla, Sales and Distribution Management, HPH 3. Krishna K Havaldar & V M Cavale, Sales and Distribution Management Text and Cases, 2/e, TMH
REFRENCES: 1. Anderson, R. Professional Sales Management! Englewood Cliffs, New Jersey, Prentice Hall Inc., 1992 2. Anderson, R. Professional Personnel Selling. Englewood Cliffs, New Jersey, Prentice Hall Inc., 1992

3. 4. 5. 6 7.

Buskirk, R H and Stanton, W J Management of Sales Force. Homewood Illinois, Richard D. Irwin, 1983 Dairymple, D J Sales Management; Concepts and Cases, New York, John Wiley Johnson, EM etc. Sales Management: Concepts, Practices and Cases, New York, McGraw Hill, 1986. Stanton, William J etc Management of a Sales Force, Chicago, Irwin, 1995 http://www.drslgupta.com/presentation.aspx

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