The Sales Management- 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, Estimating Market Potential and Sales forecasting, Setting the sales territory & quotas, Sales and cost Analysis.
Organizing and Directing the sales Force- Recurring and training sales personnel, Designing & compensating sales Personnel, Motivating and Leading the sales force, Evaluating sales force performance.
Distribution Management- Managing marketing logistics & channels, Channel Integration – VMS, HMS, Channel Management, and Marketing channel Policies & legal issue.
Channel Institutions & control, Wholesaling &- Retailing, Channel Information systems, Managing & Evaluating Channel Performance Case & future trends in sales & distribution management
