Master of Business Administration (24)

SALES AND DISTRIBUTION MANAGEMENT

PAPER No.: MB 06/111/2M
INTRODUCTION TO SALESMANSHIP : Feature of Salesmanship; Personal selling in
mar. keting mix; Development of salesmanship; Types and qualities of salesman.
SALES MANAGEMENT : Nature; Sales Management environment.
SALES PLANNING : Sales objectives, Sales quota; Allocation of sales territory, Routing and
Time management;
RETAIL SELLING : Introduction, Environment, Retail strategy.
INDUSTRIAL SELLING : Introduction, Environment, Industrial selling strategy.
SERVICE SELLING : Introduction and Strategy.
PERSONAL SELLING STRATEGY : Its derivation from marketing strategy; Size of sales force and
Kind of sales force.
SALES ORGANISATION : Principles & Types of sales Organisation; Relationship with other
departments, Sales Manager's Responsibilities & Qualities.
MANAGING SALES FORCE : Recruitment & Selection of Sales force; Organizing training
programmes for sales people; Motivation & Compensation - Financial & Non-financial.
SALES FORCE EVALUATION & CONTROL : Sales Budgets.
INTRODUCTION TO DISTRIBUTION FUNCTION : Basic concepts; Practices in the field of
Channel Management - Indian context.
RURAL MARKETING : Introduction, Environment and Strategy.
DISTRIBUTION MANAGEMENT : Distribution objective, Strategy, Interface between sales
force and channel, Channel Design, Implementing Channel Design, Managing Channel
Members, Channel Power & Conflict, Channel Evaluation.
Suggested Books:
1 . Sales and Distribution Management T. K. Panda & Sunil Sahadev; Oxford
University Press.
2. Sales Management Dr. S.C. Gupta; Excel Books.
3. Sales Management ecisions, Strategies and Cases - R.R. Still,
E.W. Cundiff & N.A.P. Govoni
4. Distribution and Sales Management S. Ramachandran & C.V. Ramanan;
Allied Publishers Pvt. Ltd.
5. Sales Management Concepts & Cases - D.J. Dalrymple & W.N.
Cron.
6. Sales Managemem Concepts, Practices & Cases - E.M.
Johnson, D.L Kurtz & E.I. Schewing;
McGraw Hill
7. Field Sales Management Principles & Practices - S.
Ramchandran;
 Allied Publishers Pvt. Ltd.
L. N. Mishra Institute Q/ Economic Development & Social C'hange l,
Bailey Road, Patna