Sales Distribution And Logistics Management by Dr Vijay Kumar MBA 3rd sem

Sales Distribution And Logistics Management by Dr Vijay Kumar MBA 3rd sem

Syllabus

   M-322-Sales Distribution and Logistics Management

Unit	Course Description	Sessions
UNIT I	Introduction: Sales Management, Process, Role of Sales Manager and Salesmanship, Process of Personal Selling. Buyer Seller Dyad.	2
UNIT II	Goal Setting: Goal Setting Process in Sales Management, Analysing Market Demand and Sales Potential, Preparation of Sales Budget.	4
UNIT III	Sales Strategies: Formulating Selling Strategies, Designing Sales Territories and Sales Quota.	4
UNIT IV	Sales Force Staffing: Designing the Structure and Size of Sales Force, Recruitment, Selection and Training of Sales Force.	3
UNIT V	Compensation & Evaluation of Sales Force: Motivating the Sales Force, Training, Compensating the Sales Force and Evaluating the sales force performance.	3
UNIT VI	Distribution Management: Concept of Distribution Channel, Importance of a Channel, Types of Distribution channels.	2
UNIT VII	Distribution Channel Management: Channel Design and Planning, Managing Marketing Channels, Evaluation of Channel Performance.	2
UNIT VIII	Physical Distribution Management: Components of Physical Distribution-Transportation, Warehousing and Inventory Control System, Logistics Management and I.T. Applications.	4