B.Com. Marketing
3rd Semester Syllabus
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MJC-3 : Sales and Distribution Management
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Unit 1: Evolution of Sales Management
◦Nature and Role of Sales Management
◦Sales Strategies: Relationship Strategy: Hard Sale Vs. Soft Sale Strategy
◦Setting Personal selling objective
Unit 2: Sales Training Program
◦Role of a trainer: Training Method: Designing sales training program
◦Motivating Sales Personnel
◦Financial Compensation Methods
◦Nonfinancial Methods
◦Sales Meeting
◦Sales Contests: Managerial Evaluation of Contest
Unit 3: Sales Organization
◦Sole Organization Concepts Structures Procedure: Types
◦Methods
◦Territories Size: Allocation: Designing Allocating Sales Efforts
◦Sales Information System Planning: Reports
◦Evaluation of Sales Force
◦Process
Unit 4: Marketing Channel
◦Importance
◦Structure: Flow
◦Wholesaling: Functions: Classification
Unit 5: Designing Channel System
◦Channel Design
◦Channel Planning Selecting Channel Partners: Change Training Motivating: Evaluating Channel Management Use of Power: Channel Confet Channel Information System: Elements: Purpose
◦Channel Performance Evaluation
◦International Channels: Mode of Entry Decision
Reference Books:
- Dr. Mrinal Kumar; Sales and Distribution Management; Shiksha Sagar Publishers & Distributors
- Dr. F.C. Sharma; Sales and Distribution Management; SBPD Publications, Agra
- Havaldar, Krishna K: Sales and Distribution Management, Tata McGraw Hill
- Gupta S. L.: Sales & Distribution Management: Test & Cases in Indian Perspectives. Excel Books
- Still, Kundiff, Govoni, Sales and Distribution Management, PHI
- L. Gorchels. C. West. E. J. Marien. The Managers Guide to Distribution Channels, McGraw Hills