SALES & PROMOTION MANAGEMENT

Introduction to Sales Management : Scope and Importance; The Evolving Face of Personal Selling, Personal Selling Process and Approaches; Sales Organization Structure;Sales Strategies, Sales Forecasting, Sales Territory Design.

Sales Personnel and Evaluation : setting and formulating personal selling objectives,Recruitment and Selection of sales personnel, developing and conducting Training for Sales Personnel, supervision of salesmen, Sales personnel Motivation, Compensation plans, objectives and Quotas for sales personnel, Evaluating Sales Performance, Information Technology in Sales Management.

Marketing Channels : An overview of marketing channels, structure, functions and relationship, Distribution Planning and Control: Functions of Intermediaries; Types and Role of Channel Intermediaries in India for Consumer and Industrial Products: Wholesale and Retail Structure, Complex Distribution Arrangement (Structural Separation and Postponement), Channel Strategy and Design, Selection, Motivation and Evaluation of Intermediaries, Managing Channel Dynamics, Channel Conflict; Ethical and Legal Issues in Sales and Distribution Management in Indian context.

Distribution System and Logistics : Physical Distribution System, Objectives and Decision Areas, Customer Service Goals, Logistics Planning, An overview of Transportation, Warehousing and Inventory Decisions, Efficient Supply Chain Management (SCM), Integration of Sales and Distribution Strategy.