This document outlines the units and topics covered in the course HMM 402: Sales and Distribution Management. The course is divided into 5 units that cover key topics such as sales force management, sales forecasting, compensation plans, distribution channels, and marketing channel performance. The course references several textbooks on sales and distribution management to provide students with further reading on concepts addressed in each unit.

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.