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  • Syllabus 1

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    The document outlines the key concepts covered in a sales and distribution management course including: 1) The role and responsibilities of salespeople, including maintaining customer relationships, managing accounts receivables, and using different selling skills. 2) Setting up an effective sales organization and the different types of sales organization structures. 3) Planning and managing the sales effort which includes sales forecasting, budgeting, territory design, setting sales quotas, and analyzing sales force productivity. 4) Managing the sales force through tasks like estimating workforce needs, recruiting, training, motivating through compensation plans, and evaluating performance. 5) Discussing the role of distribution and marketing channels in getting products to customers as well

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    The document outlines the key concepts covered in a sales and distribution management course including: 1) The role and responsibilities of salespeople, including maintaining customer relationships, managing accounts receivables, and using different selling skills. 2) Setting up an effective sales organization and the different types of sales organization structures. 3) Planning and managing the sales effort which includes sales forecasting, budgeting, territory design, setting sales quotas, and analyzing sales force productivity. 4) Managing the sales force through tasks like estimating workforce needs, recruiting, training, motivating through compensation plans, and evaluating performance. 5) Discussing the role of distribution and marketing channels in getting products to customers as well

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as doc, pdf, or txt
    5 views2 pages

    Syllabus 1

    Uploaded by

    surs2887
    The document outlines the key concepts covered in a sales and distribution management course including: 1) The role and responsibilities of salespeople, including maintaining customer relationships, managing accounts receivables, and using different selling skills. 2) Setting up an effective sales organization and the different types of sales organization structures. 3) Planning and managing the sales effort which includes sales forecasting, budgeting, territory design, setting sales quotas, and analyzing sales force productivity. 4) Managing the sales force through tasks like estimating workforce needs, recruiting, training, motivating through compensation plans, and evaluating performance. 5) Discussing the role of distribution and marketing channels in getting products to customers as well

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as DOC, PDF, TXT or read online from Scribd
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    Download as doc, pdf, or txt
    of 2

    Sales and Distribution Management unit 1:

    Role of Salesperson: Responsibility-Cross functional Linkages Lifetime Customer Concept Management of Accounts Receivables Selling Skills: Value Proposition Customer Value Creation -Lifetime Customer Value CreationPersonal Selling a Promotion Mix Element - BuyerSellerDyads - Diversity of Personal Selling Situation - Theories of Selling -Prospecting - Sales Resistance -Closing Sales Key Accounts Management Sales Organization: Setting up a Sales Organization -Basic typesof Sales Organization Structures including Outsourced sales force -Interdepartmental Relations and Structures- Coordination of Personal Selling with Other Departments. Unit 2: The Sales Effort: Sales Planning Forecasting Qualitative and Quantitative Methods Overview of Linear Regression, Time Series Analysis, Moving Averages Budgeting Designing Territories Territory Management Routing setting Sales Quotas Profitability analysis of sales effort. Sales Force Management: Estimation of Sales Force Workload, Breakdown and Incremental Analysis Recruitment and Selection of Sales Personnel Planning and Conduct of Sales Training Programs Motivating and Compensating Sales Personnel Compensation Systems Incentive Plans Disincentive Benefits Performances Appraisals Evaluation Criteria for evaluation Distribution: Introduction to Marketing Channels Structure, Functions and Flows Channel participants Type and Number of Intermediaries. Unit 3: Management of Marketing Channels: Selecting a channel Channel Design Vertical and Horizontal Marketing Systems Channel Evaluation Channel Profitability Analysis ROI Channel Cooperation with Conflict and Competition. Marketing channels Wholesalers: Classifications Functions Key Tasks Limitations Distributors/Dealers/Stockists Trends Rural Distribution: Introduction to Rural markets Features (extend above concepts to rural markets).

    Unit 4; Retailing: Nature and Importance Types of Retailing The Retail Organization Commodities Retailing Vs. Brand Retailing NonStore Retailing & eRetailing. Unit 5; Market Logistics: Meaning and Scope Outbound Logistics Transportation including multimodel system Warehousing freights CFAs 3 PL and 4 PL providers reverse logistics Technology in logistics recent trends.

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