Professional Documents
Culture Documents
E. Physical distribution ( 1 )
1. Tradeoffs involved.
2. Total system cost approach.
3. Case study (Logistics Problem of ABC)
F. Legal aspects of channel management ( 1 )
1.
2.
3.
4.
Effectiveness
Equity
Efficiency
Tracking Mechanisms
Case Study (Evergreen Products)
Purpose
Setting up the organization
Structure of sales organization
Centralization V/S Decentralization.
Interface of sales organization.
Personnel management
Recruitment
Training Programs
Sales force Motivation
Personal relationship in channel management (Case let: Relationship in
Business)
f. Evaluation of performance.
g. Upward Delegation To Do V/S Get Done (Case let: Home Needs)
h. Sales Incentive (Case let: Universal Automotive)
L. Sales Administration ( 1 )
1.
2.
3.
4.
5.
6.
7.
8.
Sales Budgets
Sales Territories
Sales force conflicts (Case let: Coldair India).
Credit controls.
Trade Communications.
Sales Reporting & Monitoring
People Management skills
Common Malpractices.