Sales & Distribution Management

Paper Code: 
EMM 423
Credits: 
4
Contact Hours: 
60.00
Objective: 

To provide an understanding of the concepts, attitudes, techniques and approaches required for effective decision making in the areas of Sales and Distribution. .To pay special emphasis on the practicing manager's problems and dilemmas. .To develop skills critical for generating, evaluating and selecting sales and distribution strategies.  

12.00
Unit I: 
Introduction to Sales Management

Nature and Scope of Sales Management, Selling Process and Theories of Selling, Objectives, characteristics and features of Personal Selling, Sales Personnel Planning Process
 

12.00
Unit II: 
Sales Force Management

Recruiting, Selecting, Training & Development of Sales Force, Compensation and Motivation of Sales Personnel, Evaluation of Sales Personnel
 

12.00
Unit III: 
Sales Management

Sales Forecasting, Designing and Allocation of Territories, Managing Sales Quota, Sales Budgeting and control, Sales Organization
 

12.00
Unit IV: 

Distribution Channel Management- An Introduction
Characteristics and significance of Marketing Channels, Channel Design and Planning, Managing Marketing Channels, Evaluation of Channel Performance & Channel Conflict.
 

12.00
Unit V: 
Physical Distribution Management

Objectives, Role and importance of Physical Distribution, Components of Physical Distribution, Transportation, Warehousing and Inventory Control System, Strategic issues in Physical Distribution, Integrated Logistics Management
 

References: 
  1. Still, Cundiff, & Govoni: Sales Management, Prentice Hall
  2. Stern, L. W., El Ansari, A. I. Coughlan, A. T.: Marketing Channels. Prentice Hall
  3. Patrick Forsyth: Marketing and Selling of Professional Services, Kogan Page
  4. Tapan K. Panda and Sunil Sahadev, Sales and Distribution Management, Oxford University Press.
  5. Earl D. Honeycutt, John B. Ford, Antonis C. Simintiras: Sales Management: A Global Perspective, Routledge Group.
  6. Noel Capon: Key Account Management and Planning, The Free Press
  7. Robert L. Jolles: Customer Centered Selling, The Free Press
  8. Neil Rackham: Major Account Sales Strategy, McGraw Hill
  9. Donald J. Bowersox: Strategic Marketing Channel Management, Tata McGraw-Hill
  10. Bert Rosenbloom: Marketing Channels, South-Western
  11. Pingali Venugopal: Marketing Channel Management, Response Books.
  12. Bowersox, Strategic Marketing Channel Management
  13. Futrell, Fundamentals of Selling, Tata McGraw Hill.