• Meaning, Role of Sales Department, Evolution of Sales Management
• Interface of Sales with Other Management Functions
• Qualities of a Sales Manager
• Sales Management: Meaning, Developments in Sales ManagementEffectiveness to Efficiency, Multidisciplinary Approach, Internal Marketing, Increased Use of Internet, CRM, Professionalism in Selling.
• Structure of Sales Organization – Functional, Product Based, Market Based, Territory Based, Combination or Hybrid Structure

b) Distribution Management:

• Meaning, Importance, Role of Distribution, Role of Intermediaries, Evolution of Distribution Channels.

c) Integration of Marketing, Sales and Distribution

• Market Analysis and 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

b) 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 – Communication Skill, Listening Skill, Trust Building Skill, Negotiation Skill, Problem Solving Skill, Conflict Management Skill
• Selling Strategies – Softsell Vs. Hardsell Strategy, Client Centered Strategy, Product-Price Strategy, Win-Win Strategy, Negotiation Strategy
• Difference Between Consumer Selling and Organizational Selling
• Difference Between National Selling and International Selling

# Channel Design
# Channel Policy
# Channel Conflicts: Meaning, Types – Vertical, Horizontal, Multichannel, Reasons for Channel Conflict
# Resolution of Conflicts: Methods – Kenneth Thomas’s Five Styles of Conflict Resolution
# Motivating Channel Members
# Selecting Channel Partners
# Evaluating Channels
# Channel Control

• Sales Performance – Meaning
• Methods of Supervision and Control of Sales Force
• Sales Performance Evaluation Criteria- Key Result Areas (KRAs)
• Sales Performance Review
• Sales Management Audit

b) Measuring Distribution Channel Performance:

• Evaluating Channels- Effectiveness, Efficiency and Equity
• Control of Channel – Instruments of Control – Contract or Agreement, Budgets and Reports, Distribution Audit

c) Ethics in Sales Management

d) New Trends in Sales and Distribution Management