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This document outlines the course content for a Master's program in Sales and Distribution Management. The course is divided into 6 units covering topics such as the basics of sales management, personal selling and sales force recruitment, sales budgeting and territories, distribution management, channel institutions and designing channel systems, and channel management and supply chain management. Each unit includes 2 chapters that delve deeper into the topics and include case studies. The course aims to provide students with an understanding of key concepts and strategies for managing an effective sales and distribution operation.
This document outlines the course content for a Master's program in Sales and Distribution Management. The course is divided into 6 units covering topics such as the basics of sales management, personal selling and sales force recruitment, sales budgeting and territories, distribution management, channel institutions and designing channel systems, and channel management and supply chain management. Each unit includes 2 chapters that delve deeper into the topics and include case studies. The course aims to provide students with an understanding of key concepts and strategies for managing an effective sales and distribution operation.
This document outlines the course content for a Master's program in Sales and Distribution Management. The course is divided into 6 units covering topics such as the basics of sales management, personal selling and sales force recruitment, sales budgeting and territories, distribution management, channel institutions and designing channel systems, and channel management and supply chain management. Each unit includes 2 chapters that delve deeper into the topics and include case studies. The course aims to provide students with an understanding of key concepts and strategies for managing an effective sales and distribution operation.
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
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