MM-301- SALES & DISTRIBUTION MANAGEMENT |
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1 Introduction to Sales Management: Evolution of sales department, Nature & scope of
personal selling & sales management, Roles and functions of a sales manager
2 Personal Selling: Types of selling situations, Buyer-seller dyad, Theories of selling, Personal
selling process (pre-approach, approach, presentation, handling objections, closing a sale,
follow-up)
3 Planning and Organizing Sales Force Efforts: Strategic planning and sales organization,
Sales department relations, Distribution network relations, Sales forecasting, Sales budget,
Sales objectives, Sales territories and quotas
4 Sales Force Management: Different personnel functions of a sales manager, Quantitative and
qualitative requirements of sales force planning – determination of sales force size, job analysis
for type of sales people required
5 Recruitment and Selection: Sources of recruitment, Selection process, Methods of selection
6 Training and Development: Need and purpose of training, Types of training, Designing a
training programme - ACMEE model
7 Directing the Sales Force: Supervision, Territory management, Determination of quota/target,
Determination of compensation of sales force, Leading and Motivating
8 Controlling: Analysis of sales, Costs and Profitability, Evaluation of sales force performance
9 Marketing Channels: Structure, Functions and advantages, Types of channel intermediaries –
wholesalers, distributors, stockists, sales agents, brokers, franchisers, C&F agents, and retailers
10 Channel Design and management: Channel objectives & constraints, Identification,
evaluation and selection of channel alternatives, Channel management and control – recruiting
and selecting channel members, motivating, evaluating channel arrangements
11 Physical Distribution & Logistics: Goals, function, processing, warehousing, inventory &
transportation
12 Retail Management: Retail strategies, Location, Types of retail formats, Stores layout, Visual
merchandising techniques
13 Merchandising: Merchandise management, Planning of assortment, Servicing and buying of
merchandise, Supply chain management in retailing
14 Case Studies
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Readings: |
Berman, B & Evans, J.R.: Retail Management, Pearson
Cundiff, Still & Govoni : Sales Management – Decision, Strategies & Cases; PHI./Pearson Education
Futrell, Charles M.: ABC of Relationship Selling; McGraw Hill.
Ingram,T,N., Laforge, R.W. & Avila, R.A.: Sales Management, South-Western
Johnson, Kurtz & Scheuing: Sales Management Concept, Practices & Cases; McGraw Hill.
Lancaster, David & Jobber, Geoff: Selling & Sales Management; Macmillan (India).
Levy, M. & Weitz, B.A.- Retailing Management - McGrawHill
Panda, Sahadev: Sales & Distribution Management; OUP
Pradhan, S : Retailing management, TMH
Shapiro, R.L., Stanton, W.J. & Rich, G.A.: Management of Sales Force; TMH
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