Sales & Distribution Management University of Mumbai BMS 5th Sem Notes

09/04/2020 1 By indiafreenotes
Unit 1 Introduction {Book}  
Sales Management VIEW
Sales Department VIEW
Evolution of Sales Management VIEW
Interface of Sales with Other Management Functions VIEW
Qualities of a Sales Manager VIEW
Developments in Sales Management: Effectiveness to Efficiency VIEW
Multidisciplinary Approach VIEW
Internal Marketing VIEW
Increased Use of Internet VIEW
Customer Relationship Management VIEW
Professionalism in Selling VIEW
Structure of Sales Organization: Functional, Product Based, Market Based, Territory Based VIEW
Combination or Hybrid Structure VIEW
Distribution Management: Meaning and Importance VIEW
Role of Distribution VIEW
Role of Intermediaries VIEW
Evolution of Distribution Channels VIEW
Integration of Marketing, Sales and Distribution VIEW


Unit 2 Market Analysis and Selling {Book}  
Market Analysis VIEW
Sales Forecasting


Methods of Sales Forecasting VIEW
Types of Sales Quotas: Value Quota, Volume Quota, Activity Quota, Combination Quota VIEW
Factors Determining Fixation of Sales Quota VIEW
Assigning Territories to Salespeople VIEW
Selling Process of Selling VIEW
Methods of Closing a Sale VIEW
Reasons for Unsuccessful Closing VIEW
Theories of Selling: Stimulus Response Theory, Product Orientation Theory, Need Satisfaction Theory VIEW
Selling Skills VIEW
Negotiation Skill in Selling VIEW
Problem Solving Skill VIEW
Conflict Management Skill VIEW
Selling Strategies VIEW
Difference between Consumer Selling and Organizational Selling VIEW
Difference between National Selling and International Selling VIEW


Unit 3 Distribution Channel Management {Book}  
Management of Distribution Channel Meaning & Need VIEW
Channel Partners: Wholesalers, Distributors and Retailers & their Functions in Distribution Channel VIEW
Difference Between a Distributor and a Wholesaler VIEW
Choice of Distribution System Intensive, Selective, Exclusive VIEW
Factors Affecting Distribution Strategy VIEW
Pricing Policy VIEW
Distribution Cost VIEW
Channel Design VIEW
Channel Policy VIEW
Channel Conflicts: Meaning and Types VIEW
Resolution of Conflicts and it’s Methods: Kenneth Thomas’s Five Styles of Conflict Resolution VIEW
Motivating Channel Members VIEW
Selecting Channel Partners VIEW
Evaluating Channels VIEW
Channel Control VIEW


Unit 4 Performance evaluation, Ethics and Trends {Book}  
Sales Performance VIEW
Methods of Supervision and Control of Sales Force VIEW
Sales Performance Evaluation Criteria VIEW
Key Result Areas (KRAs) VIEW
Sales Performance Review VIEW
Sales Management Audit VIEW
Evaluating Channels: Effectiveness, Efficiency and Equity VIEW
Control of Channel and Instruments of Control VIEW
Contract or Agreement VIEW
Budgets and Reports VIEW
Distribution Audit VIEW
Ethics in Sales Management VIEW
New Trends in Sales and Distribution Management VIEW