Sales and Distribution Management
Unit 1
- What is the role of sales department
- Elaborate the interface of sales with other departments
- Elaborate the functions of a sales manager
- What are the qualities of sales manager
- Explain the various structures of a sales organisation
- Elaborate the role of distribution
- How is sales different from marketing
Unit 2
- Mention the need of market analysis
- What are the methods of sales forecasting
- What is a sales quota and what are the different types of sales quota
- What are the factors determining the fixation of sales quota
- What are the reasons for setting up sales territories
- Elaborate the process of selling
- How to close a sale
- What are the reasons that a sales call can be unsuccessful
- Explain some theories of sales
- What are the selling skills
- What are various selling strategies
- What are the various types of salesmen
- What are the essentials of effective selling
- What are the major international sales decision
Unit 3
- What are the needs of channel management
- What are the functions performed by wholesalers/ distributors
- What are the factors affecting the choice of distribution channel
- What are the factors affecting the effective management of distribution channel
- What are the various distribution strategies
- What are the types and reasons of channel conflict
- Elaborate the Kenneth Thomas styles of conflict resolution
- How to select channel partners
- What are the instruments of channel control
Unit 4
- What are the methods of sales evaluation and control
- What is sales management audit
- How to evaluate the performance of sales channel/distribution channel
- Elaborate the role of ethics in sales
- What are the new trends in sales and distribution management
Text books recommended
- Sheth Publications:- Nagpal,Sharma, Kukreja
- Vipul Publication
For any further clarifications or exam guidance, feel free to contact Prof Vipin Saboo on 9820779873 (call or whatsapp)
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