Sales and Distribution Management

Module I: Sales Management

Introduction to Sales Management
Selling Skills and Selling Strategies
The Selling Process
Managing Sales Information
Sales Force Automation
Sales Organization
Management of Sales Territory
Management of Sales Quota
Recruitment and Selection of the Sales Force
Training the Sales Force
Sales Force Motivation
Sales Force Compensation & Evaluation
Sales Force Control 272
Module II: Distribution Management
Distribution Channel Management—An Introduction
Designing Customer-oriented Marketing Channels
Customer-oriented Logistics Management
E-commerce and Distribution Channel Management
Channel Information Systems
Managing Channel Member Behaviour
Managing Wholesalers and Franchisees
Retail Management
Managing the International Channels of Distribution
Online Resources