Skip to the content
Sales & Distribution Management
9th April 2020
By
indiafreenotes
Unit 1 Introduction {Book}
|
|
Sales Management
|
|
Sales Department
|
|
Evolution of Sales Management
|
|
Interface of Sales with Other Management Functions
|
|
Qualities of a Sales Manager
|
|
Developments in Sales Management: Effectiveness to Efficiency
|
|
Multidisciplinary Approach
|
|
Internal Marketing
|
|
Increased Use of Internet
|
|
Customer Relationship Management
|
|
Professionalism in Selling
|
|
Structure of Sales Organization: Functional, Product Based, Market Based, Territory Based
|
|
Combination or Hybrid Structure
|
|
Distribution Management: Meaning and Importance
|
|
Role of Distribution
|
|
Role of Intermediaries
|
|
Evolution of Distribution Channels
|
|
Integration of Marketing, Sales and Distribution
|
|
Unit 2 Market Analysis and Selling {Book}
|
|
Market Analysis
|
|
Sales Forecasting
|
|
|
Methods of Sales Forecasting
|
|
Types of Sales Quotas: Value Quota, Volume Quota, Activity Quota, Combination Quota
|
|
Factors Determining Fixation of Sales Quota
|
|
Assigning Territories to Salespeople
|
|
Selling Process of Selling
|
|
Methods of Closing a Sale
|
|
Reasons for Unsuccessful Closing
|
|
Theories of Selling: Stimulus Response Theory, Product Orientation Theory, Need Satisfaction Theory
|
|
Selling Skills
|
|
Negotiation Skill in Selling
|
|
Problem Solving Skill
|
|
Conflict Management Skill
|
|
Selling Strategies
|
|
Difference between Consumer Selling and Organizational Selling
|
|
Difference between National Selling and International Selling
|
|
|
|
|
Unit 3 Distribution Channel Management {Book}
|
|
Management of Distribution Channel Meaning & Need
|
|
Channel Partners: Wholesalers, Distributors and Retailers & their Functions in Distribution Channel
|
|
Difference Between a Distributor and a Wholesaler
|
|
Choice of Distribution System Intensive, Selective, Exclusive
|
|
Factors Affecting Distribution Strategy
|
|
Pricing Policy
|
|
Distribution Cost
|
|
Channel Design
|
|
Channel Policy
|
|
Channel Conflicts: Meaning and Types
|
|
Resolution of Conflicts and it’s Methods: Kenneth Thomas’s Five Styles of Conflict Resolution
|
|
Motivating Channel Members
|
|
Selecting Channel Partners
|
|
Evaluating Channels
|
|
Channel Control
|
|
Unit 4 Performance evaluation, Ethics and Trends {Book}
|
|
Sales Performance
|
|
Methods of Supervision and Control of Sales Force
|
|
Sales Performance Evaluation Criteria
|
|
Key Result Areas (KRAs)
|
|
Sales Performance Review
|
|
Sales Management Audit
|
|
Evaluating Channels: Effectiveness, Efficiency and Equity
|
|
Control of Channel and Instruments of Control
|
|
Contract or Agreement
|
|
Budgets and Reports
|
|
Distribution Audit
|
|
Ethics in Sales Management
|
|
New Trends in Sales and Distribution Management
|
|
Like this:
Like Loading...
Related
error: Content is protected !!
[…] VIEW […]