Title of the Paper: SALES & DISTRIBUTION MANAGEMENT Subjet

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UNIT I . Sales Management : Definition and meaning, Objectives, Sales Researc, Sales
!orecasting, Sales !orecasting metods, Sales "lanning and control: #oal setting, "erformance
meas$rement, diagnosis and corrective actions.
UNIT II. Sales Organi%ation : Need for Sales Organi%ations, teir str$ct$re, Sales Managers
!$nctions and res&onsibilities, "lanning for major c$stomers and sales'$dget, S&ecific
(aracteristics of a s$ccessf$l salesman.
UNIT )III. Develo&ing te Sales !orce for Ind$strial ($stomers and (ons$mer &rod$cts : )
Recr$iting, Selection and Training of Sales force: "roced$res and criteria e*tensivel+ $sed as
selection tools for recr$iting and testing sales abilit+. ) ,reas of sales Training : (om&an+ S&ecific
-no.ledge, &rod$ct /no.ledge Ind$str+ and Mar/et Trend -no.ledge, and ($stomer e
d$cation. ) Motivating te Sales Team : Motivation "rograms ) Sales Meetings, Sales
(ontests, Sales (om&ensation, 0 Monetar+ com&ensation, incentive &rograms as motivators, Non)
Monetar+ com&ensation fine t$ning of com&ensation &ac/age, S$&ervising
UNIT I1 2val$ating Sales !orce "erformance and (ontrolling Sales activities 0 Sales Records and
Re&orting S+stems 3, Im&roving Sales "rod$ctivit+ "ersonal Selling: 'asics, Salesmansi&)
definition) &ros&ecting, resistance
selling &rocess and s/ills for effective salesmansi&, Sales leads, Sales &resentations, T+&es of calls,
effective selling tecni4$es, role of relationsi& mar/eting in &ersonal selling, tools for &ersonal s
elling, 1al$e added selling
UNIT 1 DISTRI'UTION M,N,#2M2NT ,ND 5O#ISTI(S
6. "+sical distrib$tion ) Definition, Im&ortance &artici&ants in &+sical distrib$tion &rocess
Mar/eting (annels Definition 7 Im&ortance ) Different forms of cannels ) !$nctions of
Mar/eting (annels , Unconventional cannels ) (annels for (ons$mer goods, Ind$strial #oods 7
Services Integrated Mar/eting (annels 8ori%ontal, 1ertical, M$lti cannel mar/eting S+stems )
International Mar/eting (annels, S$&&l+ (ain Management conce&t significanc
e com&onents Order &rocessing Material 8andling Trans&ortation 9areo$sing Inventor+
Management Reverse 5ogistics ) Trends in 9olesaling, (annel Management ) (annel
Selection "rocess 7 criteria ) "erformance a&&raisal of (annel Members ) (annel (onflicts
7Tecni4$es to resolve cannel conflicts
Books Recommended
6. '$ilding a 9inning Sales Team #ini #raam 7 Scott
:. Sales Management 8andboo/ !ors+t "tric/
;. "rofessional Sales Management ,nderson, 8air and '$s
<. Motivation and =ob Satisfaction M. D. "estonjee
>. Sales Management ) Ricard Rstill 2d.ard 9. ($ndiff
?. Sales Management Tomos
@. International Mar/eting Robert Reed........
A. Ind$strial Mar/eting 8icard M. 8ill
B. Strategies for selling)#erald ,.Micaelson
6C. 1al$e added selling)Tom Reill+
66. Sales Management .it "ersonal Selling Salesman
si&
6:. (annel Management Stern 2l ,nsar+
6;. Distrib$tion Management S. 2liton
6<. Sales and Distrib$tion Management S. 5. #$&ta
1asant M.(avale