sales & distribution syllabus

1. HMM 402: Sales and Distribution Management
L T P: 4-0-0 Credits : 4
UNIT 1: (8)
Introduction to sales management and sales organization, Sales function & policies, Personal
selling - nature, scope & objectives, Formulating Personal selling strategy, Planning the Sales
Effort - Sales planning and Budgeting
UNIT 2: (8)
Organizing and directing the sales Force - Recruiting and training sales personnel, Estimating
Market Potential and Sales forecasting, Setting the sales territory & quotas, Sales and cost
Analysis.
UNIT 3: (8)
Designing& compensating sales Personnel, Motivating and Leading the sales force,
Evaluating and controlling sales force performance, functions of sales manager
UNIT 4: (8)
Distribution Management - Managing marketing logistics & channels, Channel Integration -
VMS, HMS, Channel Management, and Marketing channel Policies & legal issue, Logistics
of Distribution; Channel Planning, Organisational Patterns in Marketing Channels
UNIT 5: (8)
Overview of Marketing Channels, their Structure, Functions and Relationships; Channel
Intermediaries - Wholesaling and Retailing;; Managing Marketing Channels; Marketing
Channel Policies and Legal Issues; Information System and Channel Management; Assessing
Performance of Marketing Channels.
References:
· Sales and Distribution Management, Tapan K Panda, Sunil Sahadev, Oxford
University Press, 2005
· Fumdamentals of Sales and Distribution, DuttaBholanath, I.K. International
Publishing House Pvt Ltd,2011.
· Sales and Distribution Management, Prof.N.H.Mullick,Enkay Publishing House,2011.