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Syllabus
M-322-Sales Distribution and Logistics Management
Unit | Course Description | Sessions |
UNIT I | Introduction: Sales Management, Process, Role of Sales Manager and Salesmanship, Process of Personal Selling. Buyer Seller Dyad. | 2 |
UNIT II | Goal Setting: Goal Setting Process in Sales Management, Analysing Market Demand and Sales Potential, Preparation of Sales Budget. | 4 |
UNIT III | Sales Strategies: Formulating Selling Strategies, Designing Sales Territories and Sales Quota. | 4 |
UNIT IV | Sales Force Staffing: Designing the Structure and Size of Sales Force, Recruitment, Selection and Training of Sales Force. | 3 |
UNIT V | Compensation & Evaluation of Sales Force: Motivating the Sales Force, Training, Compensating the Sales Force and Evaluating the sales force performance. | 3 |
UNIT VI | Distribution Management: Concept of Distribution Channel, Importance of a Channel, Types of Distribution channels. | 2 |
UNIT VII | Distribution Channel Management: Channel Design and Planning, Managing Marketing Channels, Evaluation of Channel Performance. | 2 |
UNIT VIII | Physical Distribution Management: Components of Physical Distribution-Transportation, Warehousing and Inventory Control System, Logistics Management and I.T. Applications. | 4 |
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