Sales & Distribution Management

9th April 2020 1 By indiafreenotes

Unit 1 Introduction {Book}

Sales Management

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Sales Department

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Evolution of Sales Management

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Interface of Sales with Other Management Functions

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Qualities of a Sales Manager

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Developments in Sales Management: Effectiveness to Efficiency

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Multidisciplinary Approach

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Internal Marketing

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Increased Use of Internet

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Customer Relationship Management

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Professionalism in Selling

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Structure of Sales Organization: Functional, Product Based, Market Based, Territory Based

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Combination or Hybrid Structure

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Distribution Management: Meaning and Importance

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Role of Distribution

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Role of Intermediaries

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Evolution of Distribution Channels

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Integration of Marketing, Sales and Distribution

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Unit 2 Market Analysis and Selling {Book}

Market Analysis

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Sales Forecasting

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Methods of Sales Forecasting

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Types of Sales Quotas: Value Quota, Volume Quota, Activity Quota, Combination Quota

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Factors Determining Fixation of Sales Quota

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Assigning Territories to Salespeople

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Selling Process of Selling

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Methods of Closing a Sale

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Reasons for Unsuccessful Closing

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Theories of Selling: Stimulus Response Theory, Product Orientation Theory, Need Satisfaction Theory

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Selling Skills

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Negotiation Skill in Selling

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Problem Solving Skill

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Conflict Management Skill

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Selling Strategies

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Difference between Consumer Selling and Organizational Selling

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Difference between National Selling and International Selling

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Unit 3 Distribution Channel Management {Book}

Management of Distribution Channel Meaning & Need

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Channel Partners: Wholesalers, Distributors and Retailers & their Functions in Distribution Channel

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Difference Between a Distributor and a Wholesaler

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Choice of Distribution System Intensive, Selective, Exclusive

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Factors Affecting Distribution Strategy

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Pricing Policy

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Distribution Cost

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Channel Design

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Channel Policy

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Channel Conflicts: Meaning and Types

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Resolution of Conflicts and it’s Methods: Kenneth Thomas’s Five Styles of Conflict Resolution

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Motivating Channel Members

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Selecting Channel Partners

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Evaluating Channels

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Channel Control

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Unit 4 Performance evaluation, Ethics and Trends {Book}

Sales Performance

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Methods of Supervision and Control of Sales Force

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Sales Performance Evaluation Criteria

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Key Result Areas (KRAs)

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Sales Performance Review

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Sales Management Audit

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Evaluating Channels: Effectiveness, Efficiency and Equity

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Control of Channel and Instruments of Control

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Contract or Agreement

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Budgets and Reports

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Distribution Audit

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Ethics in Sales Management

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New Trends in Sales and Distribution Management

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