V.R.

SIDDHARTHA ENGINEERING COLLEGE

DEPARTMENT OF BUSINESS MANAGEMENT

Course: 15MBA 4105 M: SALES AND DISTRIBUTION MANAGEMENT

Micro level syllabus

Unit- I:

 Introduction.
 Evolution of sales function.
 Definition of sales management.
 Objectives of sales management.
 Sales cycle.
 Formulation of Sales strategy.
 Different sales strategies & selling methods.
 Responsibilities of sales manager.
 Case study related to this unit.

Unit –II:

 Introduction to sales forecasting & personnel selling.

 Steps in personnel selling.
 Theories of personnel selling.
 Sales organisation.
 Sales quotas.
 Sales territory management.
 Sales budget.
 Case study for each topic.

Unit –III:

 Introduction to sales force management.

 Sources of Recruitment of sales personnel.
 Steps in Selection of sales personnel.
 Training of sales personnel.
 Compensating the sales personnel.
 Motivating sales personnel.
 Monitoring & performance evaluation
 Sales displays.
 Case study.
Unit-IV:

 Introduction to distribution.
 Designing channel system.
 Channel management.
 Channels of distribution.
 Factors
 Types of Distribution Channels
 Concept of Retailing & whole saling.
 Case study.

Unit- V:

 Introduction to physical distribution.

 Functional areas of distribution Logistics.
 Cost & physical distribution.
 Customer service & physical distribution.
 New techniques in managing distribution.
 Case study.

Unit- VI: Relavent cases need to be discussed in each unit.

Learning Resources:

1. Gupta S.L., Sales & Distribution Management (Text and Cases),

Excel Books, New Delhi.
2. Richard R.Still, Edeard W.Cundiff and Norman A.P.Govani., Sales
Management Decisions, Policies and Cases. Prentice Hall. 2008.
3. S.A.Chunawala: Sales and Distribution Management,Himalaya
Publishing House, New Delhi, 2009
4. Hair, Anderson: Sales Management, Cengage Learning, New Delhi,
2010
5. Krishna K Havaldar, & Vasant M Cavale., Sales and Distribution
Management. The McGraw-Hill Companies. 2008.
6. Matin Khan. Sales Management. Excel Books.
7. Tapan K Panda: Sales and Distribution Management, Oxford
University Press, New Delhi,2009
8. Bowersox, Strategic Marketing, Channel, Management.
9. Johnson. E. M etc., Sales Management: Concepts, Practices and
Cases. New York. McGraw Hill
10. Anderson, R. Professional Personal Selling, Englewood Cliffs, New
Jersey, Prentice Hall Inc.1991