SALES AND DISTRIBUTION MANAGEMENT

Course Code: BBAMK 30501 Credit Units: 03

Course Objective:
The major objective of this course is to acquaint the students with the theory and practice of Management of
Sales Operations.

Course Contents:

Module I: Introduction
Sales management- Concept, Objectives and functions. Evolution of sales management. Nature and role of
Sales Manager’s job. Sales management as a career. Emerging trends in sales management.

Module II: Sales Organization

Purpose of sales organization. Setting sales organization. Types of sales organization. Coordination of selling
functions with other marketing activities. Sales forecasting.

Module III: Controlling sales effort

Sales Budget: Purpose and budgetary procedure. Quotas: Concept, Objectives and Types. Sales Territory:
Concept and procedure of devising sales territories, Routing and Scheduling of Sales force. Sales Audit.

Module IV: Managing Sales Force

Concept of sales force management. Recruitment and Selection of sales personnel (domestic and international
perspective). Cross Cultural challenges. Sales training. Compensating and motivating sales personnel.
Controlling and evaluating sales personnel.

Module V: Distribution Management and channel control

Distribution channels: Concept and need. Distribution Channel Strategy. Managing distribution channel.
Features of effective channel design. Channel Conflict: Concept and stages. Conflict management.

Module VI: Logistics Management

Objectives of logistics. Concept of logistics planning: inventory management decisions, transportation
decisions, Location decisions.

Examination Scheme:

CT HA C V A EE
Components
Weightage (%) 10 5 5 5 5 70

Text & References:

Text:
 Still Cundiff, Sales Management Decision Strategies, Fifth Edition, Printice Hall.
 Panda Tapan K., Sahadev Sunil, Sales and Distribution Management, 2005, Oxford University Press.

References:
 Kapoor Ramneek, Fundamentals of Sales Management, 2005, McMillan.
 Sudha GS, Sales & Advertising Management, 2005, Indus Valley Publications.
 Walker, Churchill Ford, Management of Sales Force