Sales and Distribution Management

Course Name: 

Sales and Distribution Management (MBA828)

Programme: 

MBA

Category: 

Elective Courses

Credits (L-T-P): 

(3-0-0) 3

Content: 

Conceptual Understanding of Sales Management, Importance of Sales Force Management in the Indian Context. Personal Selling Process- Prospecting, Pre Approach, Approach Presentation, Planning Sales Calls, Motivating a Sales Force and Sales Force Compensation, Sales Force Expenses and Transportation, Sales Meeting and Sales Contest, Sales Records and Reporting Systems Forecasting Sales and Developing Sales Budgets, Designing and Organizing Sales Territories. Sales Organisations, Relations with other Departments. Profiling and Recruiting Sales People- Distribution Management- The Vertical and Horizontal Marketing Systems. Wholesaler, Retailing and Retailer Marketing Decisions. Physical Distribution-Logistics & Participants in Physical Distribution Process.

References: 

Richard R. Still , Edward W. Cundiff and Norman A. P. Govoni ,Sales Management – Decision, Strategies & Cases; PHI./Pearson Education, 1988.
Krishna K Havaldar and Vasant M Cavale, Sales and Distribution Management , Tata McGraw Hill, 2nd Edition, 2011.
S.L.Gupta, Sales and Distribution Management , Excel Books, 2002.
Spiro, Stanton, Rich, Management of Sales Force, Tata – McGraw Hill, New Delhi,7th Edition, 2003.

Department: 

School of Management
 

Contact us

K B Kiran, Professor and Head
School of Management, NITK, Surathkal
Srinivasanagar P.O, Mangalore - 575025
Karnataka, India.

  • Hot line: +91-824-2474000 (Extn. 3226)
                   +91-0824-2474000 (Extn. 3079)
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