Sales and Distribution Management

Unit 1 Definition
INTRODUCTION
Meaning
Objectives
Role of sales management in marketing
Recent trends in sales management Meaning, Importance and Role of
Distribution
Role of Intermediaries Evolution of Distribution Channels
Unit 2 SALES Need of sales organisation
ORGANISATION
Types and structure of sales organization
Principles for building successful sales org.
Functions and responsibilities of sales manager
Unit 3 Recruitment and Selection: Sourcing candidates, Sales personnel
MANAGING THE
SALES FORCE selection process
Training: Importance, Areas of sales training- Company specific
knowledge, product knowledge, Industry and market trend knowledge,
Customers and technology.
Sales Reporting: Sales records, Sales reports, Sample of Sales Report
Format
Unit 4 PERSONAL Personal Selling: concept, process, Tools for personal selling
SELLING AND
RELATIONSHIP
MANAGEMENT
Effective selling techniques
Characteristics of a successful salesman
Unit 5 DISTRIBUTION Management of Distribution Channel Meaning & Need
CHANNEL
MANAGEMENT
Channel Partners- Wholesalers, Distributors and Retailers & their
Functions in Distribution Channel, Difference Between a Distributor and
a Wholesaler
Choice of Distribution System Intensive, Selective, Exclusive, Levels of
Distribution channel