SALES AND DISTRIBUTION MANAGEMENT
Objective: to enlighten the students with the Concepts and Practical applications of Sales and Distribution Management.
Unit I: Modern Trends in Sales Management – Inter Departmental Relations – Organization of Sales Department – Different Types of SalesOrganizations.
Unit II : Analysis of Market Potential – Sales Potential – Sales Volume – Forecasting Sales –Different Techniques of Forecasting Sales – Sales Budgets – time and Territory Management – Sales Quotas.
Unit III : Recruitment – Selection and Training of Salesmen – Salesmen’s Compensation Plans –Evaluation of Salesmen’s Performance – Sales Control Research.
Unit IV: Marketing Channels – Structure and Functions – Channel Design – Selecting Channel Members – Motivating Channel Members.
Unit V: Channel Conflicts – Reasons – Managing Channel Conflicts Evaluating Channel Member Performance – Supply Chain Management – Managing Logistics.
(Case Studies are Compulsory)
Suggested Books:
Pingali Venugopal, Sales and Distribution Management: An Indian Perspective, Response Books, NewDelhi.
Aftab Alam Sales and Distribution Management, Wisdom Publication
Richard R.Stire, Edward W.Candiff and Norman, A.P.Gavani, Sales Management Decisions, Policies and Cases – Prentice Hall.
Arun Mittal, Advertising & Sales Promotion, Wisdom,Delhi
Eugene. M.Johnson, David L.Kurty and Enirhard. E.Scheuing – Sales Management, Concepts, Practicesand Cases by McGraw Hill International.
S.L.Gupta, Sales and Distribution Management: Text and Cases, Excel Publishers.
Berg Rosenbloom – Marketing Channels – a Management View – by the Dryden Press, Hinsdale, Illinois.
Aune T.Coughlan, Stern E.Ansary – Marketing Channels, Prentice Hall of India.
Panda – Sales & Distribution Management, Oxford University Press.
Matin Khan: Sales and Distribution Management, Excel Publishers.
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