UNIT - 01

BASICS OF SALES MANAGEMENT:

Chapter I
Introduction - Objectives - Determination of functions - Interrelationship with Functional
Departments - Organisational Structure of Sales Department - Roles and Skills of Modern Sales
Manager -Responsibilities of Sales Managers - case studies.

Chapter II
Sales Management vs. Marketing Management - Salesmanship - Concepts - Selling process -
Focus on customer satisfaction and building seller customer relationship - Sales Force
Management - career in field sales management - Emerging Trends in Sales Management -
Linking Sales and Distribution Management - Case studies

UNIT - 02
PERSONAL SELLING & SALES FORCE RECRUITMENT:

Chapter III
Personal Selling: Concepts - Objectives - Buying Decision Process - Buying Situations - Effective
Communication - Sales Knowledge and Related Marketing Polices - Personal Selling Process -
Strategies - Determining the Kinds of sales Personnel - Determining Sales Force Size - - customer
oriented selling strategies - Case studies.

Chapter IV
Sales Force Recruitment: Selection - Training - Motivation - Compensation - Evaluation &
supervision - Managing Expenses of Sales Personnel - Sales Meetings and Sales Contests - case
studies.

UNIT - 03
SALES BUDGETING, TERRITORIES & QUOTAS:

Chapter V
Strategic Planning - Developing Sales Forecast - Forecasting Approaches - Sales Budget:
Purpose - Form and Content - Process - Sales Audit - Sales Analysis - Marketing Cost Analysis -
case studies.

Chapter VI
Sales Territories: Definition - Designing Process - Assigning Salespeople to Territories - Managing
Territorial Coverage - Sales Quotas: Objectives - Types - Quota-setting Procedure - Administering
the quota system - Reasons for not using Sales quotas - case studies.

UNIT - 04
DISTRIBUTION MANAGEMENT BASICS:

Vinayaka Missions University,Directorate of Distance Education
Salem India
MASTER OF BUSINESS ADMINISTRATION
2 Yr.
MAJOR XI SALES AND DISTRIBUTION MANAGEMENT(2041247)
Chapter VII
Physical distribution - Definition, Importance - participants in physical
distribution process - Distribution Channel Strategies - Patterns of Distribution - case studies.

Chapter VIII
Marketing Channels - Definition & Importance - Different forms of channels - Functions of
Marketing Channels - Unconventional channels - Channels for Consumer goods, Industrial Goods
& Services - Integrated Marketing Channels - Horizontal, Vertical, Multi channel marketing
Systems - International Marketing Channels - Case studies

UNIT - 05
CHANNEL INSTITUTION & DESIGNING CHANNEL SYSTEM:

Chapter IX
Retailing: Definition - Types - Roles - Strategies - Retail Performance Measures - Store Design -
Franchising - e-tailing - Foreign Direct Investment (FDI) in India - Wholesaling: Concepts -
Functions - Classifications - Key Tasks - Trends - Future of wholesaling in India - case studies.

Chapter X
Designing Channel System: Influencing Factors - Channel Design and Planning Process -
Selecting Channel Partners - Training, Motivating and Evaluating Channel Members - Channel
Design Comparison Factors - Channel Design Implementation - case studies.

UNIT - 06
CHANNEL MANAGEMENT & SUPPLY CHAIN MANAGEMENT:

Chapter XI
Channel Management - Concepts - Principles - Channel Policies - Channel Selection Process &
criteria - Channel Conflicts & Techniques to resolve channel conflicts - Channel Information
System: Elements - Channel Performance Evaluation - Channel Implementation - Case studies.

Chapter XII
Logistics - Scope - Activities - Extension into Supply Chain Management - Supply Chain
Management - concept - significance - components - Types - Cost of Services - Performance
Measurement - Overview of Supply Chain Models and Modeling Systems - Building blocks of a
supply chain network - Business processes in supply chains - Case Studies


REFERENCE BOOKS:
1. Richard R. Still, Edward W. Cundiff & Goveni, "Sales Management", PHI Pub
2. Havaldar.VK & Cavale.VM,Sales and Distribution Maangement: Text and Cases, TMH.
3. Charles M. Futvell, "Sales Management, Team Work, Leadership & Technology", Thomson
learning, South Western, 6th ed. 2003.
4. Channel Management -Stern - El Ansary
5. P.K. Sahu, K.C. Raut, Salesmanship & Sales Management, Vikas Pub, 3rd rev.ed.
6. Earl D. Honeycutt, John B. ford, Antonis S. Simintiras, "Sales Management: A Global
Perspective, Routledge Pub.
7. Distribution Management - S. Eliton
8. Sales and Distribution Management - S. L. Gupta
9. Channel Management & Retail Management - Meenal Dhotre
10. Marketing - Bovee, Thill. Marketing Management - Philip Kotler