Guru Sai Nath University, First Online University in India

MASTER OF BUSINESS ADMINISTRATION IN MARKETING MANAGEMENT 2 Yr. MAJOR XI SALES AND DISTRIBUTION MANAGEMENT(2041247)

UNIT - 01 BASICS OF SALES MANAGEMENT: Chapter I Introduction - Objectives - Determination of functions - Interrelationship with Functional Departments Organisational Structure of Sales Department - Roles and Skills of Modern Sales Manager Responsibilities of Sales Managers - case studies. Chapter II Sales Management vs. Marketing Management - Salesmanship - Concepts - Selling process - Focus on customer satisfaction and building seller customer relationship - Sales Force Management - career in field sales management - Emerging Trends in Sales Management - Linking Sales and Distribution Management - Case studies UNIT - 02 PERSONAL SELLING & SALES FORCE RECRUITMENT: Chapter III Personal Selling: Concepts - Objectives - Buying Decision Process - Buying Situations - Effective Communication - Sales Knowledge and Related Marketing Polices - Personal Selling Process Strategies - Determining the Kinds of sales Personnel - Determining Sales Force Size - - customer oriented selling strategies - Case studies. Chapter IV Sales Force Recruitment: Selection - Training - Motivation - Compensation - Evaluation & supervision - Managing Expenses of Sales Personnel - Sales Meetings and Sales Contests case studies. UNIT - 03 SALES BUDGETING, TERRITORIES & QUOTAS: Chapter V Strategic Planning - Developing Sales Forecast - Forecasting Approaches - Sales Budget: Purpose Form and Content - Process - Sales Audit - Sales Analysis - Marketing Cost Analysis - case studies. Chapter VI Sales Territories: Definition - Designing Process - Assigning Salespeople to Territories - Managing Territorial Coverage - Sales Quotas: Objectives - Types - Quota-setting Procedure - Administering the quota system - Reasons for not using Sales quotas - case studies. UNIT - 04 DISTRIBUTION MANAGEMENT BASICS: Chapter VII Physical distribution - Definition, Importance - participants in physical distribution process Distribution Channel Strategies - Patterns of Distribution - case studies. Chapter VIII Marketing Channels - Definition & Importance - Different forms of channels - Functions of Marketing Channels - Unconventional channels - Channels for Consumer goods, Industrial Goods & Services Integrated Marketing Channels - Horizontal, Vertical, Multi channel marketing Systems - International Marketing Channels - Case studies

UNIT - 05 CHANNEL INSTITUTION & DESIGNING CHANNEL SYSTEM: Chapter IX Retailing: Definition - Types - Roles - Strategies - Retail Performance Measures - Store Design Franchising - e-tailing - Foreign Direct Investment (FDI) in India - Wholesaling: Concepts - Functions Classifications - Key Tasks - Trends - Future of wholesaling in India - case studies. Chapter X Designing Channel System: Influencing Factors - Channel Design and Planning Process - Selecting Channel Partners - Training, Motivating and Evaluating Channel Members Channel Design Comparison Factors - Channel Design Implementation - case studies. UNIT - 06 CHANNEL MANAGEMENT & SUPPLY CHAIN MANAGEMENT: Chapter XI Channel Management - Concepts - Principles - Channel Policies - Channel Selection Process & criteria - Channel Conflicts & Techniques to resolve channel conflicts - Channel Information System: Elements - Channel Performance Evaluation - Channel Implementation - Case studies. Chapter XII Logistics - Scope - Activities - Extension into Supply Chain Management - Supply Chain Management - concept - significance - components - Types - Cost of Services Performance Measurement Overview of Supply Chain Models and Modeling Systems - Building blocks of a supply chain network - Business processes in supply chains - Case Studies REFERENCE BOOKS: 1. Richard R. Still, Edward W. Cundiff & Goveni, "Sales Management", PHI Pub 2. Havaldar.VK & Cavale.VM,Sales and Distribution Maangement: Text and Cases, TMH. 3. Charles M. Futvell, "Sales Management, Team Work, Leadership & Technology", Thomson learning, South Western, 6th ed. 2003. 4. Channel Management -Stern - El Ansary 5. P.K. Sahu, K.C. Raut, Salesmanship & Sales Management, Vikas Pub, 3rd rev.ed. 6. Earl D. Honeycutt, John B. ford, Antonis S. Simintiras, "Sales Management: A Global Perspective, Routledge Pub. 7. Distribution Management - S. Eliton 8. Sales and Distribution Management - S. L. Gupta 9. Channel Management & Retail Management - Meenal Dhotre 10. Marketing - Bovee, Thill. Marketing Management - Philip Kotler