HMM 402: Sales and Distribution Management

L T P: 4-0-0

UNIT 1:

Credits : 4

(8)

Introduction to sales management and sales organization, Sales function & policies, Personal
selling - nature, scope & objectives, Formulating Personal selling strategy, Planning the Sales
Effort - Sales planning and Budgeting
UNIT 2:

(8)

Organizing and directing the sales Force - Recruiting and training sales personnel, Estimating
Market Potential and Sales forecasting, Setting the sales territory & quotas, Sales and cost
Analysis.
UNIT 3:

(8)

Designing& compensating sales Personnel, Motivating and Leading the sales force,
Evaluating and controlling sales force performance, functions of sales manager
UNIT 4:

(8)

Distribution Management - Managing marketing logistics & channels, Channel Integration VMS, HMS, Channel Management, and Marketing channel Policies & legal issue, Logistics
of Distribution; Channel Planning, Organisational Patterns in Marketing Channels
UNIT 5:

(8)

Overview of Marketing Channels, their Structure, Functions and Relationships; Channel

Intermediaries - Wholesaling and Retailing;; Managing Marketing Channels; Marketing
Channel Policies and Legal Issues; Information System and Channel Management; Assessing
Performance of Marketing Channels.

References:

Sales and Distribution Management, Tapan K Panda, Sunil Sahadev, Oxford

University Press, 2005

Fumdamentals of Sales and Distribution, DuttaBholanath, I.K. International

Publishing House Pvt Ltd,2011.

Sales and Distribution Management, Prof.N.H.Mullick,Enkay Publishing House,2011.