MBA1020 - Sales Management And Distribution Management
UNIT I
Organisation Frame work of the Field Sales Force: Types and methods of Field Sales Organisation
Career in Field Sales Management. Field Sales Manager His tasks and responsibilities Relation with
Salesman and relationships with Top Management Coordinating and controlling the marketing mix.
Operating Environment for field sales force.
UNIT II
Information and Planning: Qualities and role-Hierarchy of objectives and goals, concept of strategies and
tactics.
Development of sales performance standards Relationships of performance standards to sales
development function, its purpose and types, check on training and staffing programmes.
UNIT III
Sales forecasting Methods and procedural steps in forecasting - Sales Budgeting - Allocation of field
sales resources. Design sales territories, procedure for designing Determining manpower requirements,
recruiting, methods and the selection system. Sales quotas, types of sales quotas, its purpose and
managerial evaluation.
Man power planning tasks, skill, qualification.
UNIT IV
Staffing responsibilities, tools and methods of selection.
Motivational and compensation procedures for sales force method of financial incentives and its
purpose Designing a compensation plan.
Evaluation of performance and control.
Salesmanship Sales positions Theories of Selling Understanding consumer behaviour.
Sales Audit and Analysis Control of sales efforts and costs.
UNIT V
Role of distribution in the marketing mix Role and Functions.
Transport and Handling: Economic of transportation, determining optimum mode of transport
Organisation, machines, procedures and documentation.
Dealer Network: Role of middlemen/dealer in marketing and distribution. Dealer functions at Wholesale
and retail level. Strategic plan of network Location, Selection, Appointment; and Termination of
dealers, Morale and Motivation.
Reference
1. Still RR and Condiff Govoni, Sales Management: Prentice Hall of India 2002.
2. Johnson Sales Management, concept Practices and Cases, New York, McGraw Hill 1986.
3. Stop, Ask and Listen, Kelley Robertson, Macmillan, 2002.
4. Geoffrey Lancarter and David Jobber, Selling and Sales Management, Macmillan 1998.
5. Anderson R, Professional Sales Management, Prentice Hall, 1992.
6. Dalrymple, Sales Management: Concept and Cases, New York, John Wiley 1989.
7. Das Gupta, Sales Management; In the Indian Perspective, Prentice Hall of India 2002.