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Sales and Distribution Management

Indian Institute of Technology, Kharagpur via NPTEL

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Overview

The course investigates factors influencing the optimal design and management of distribution channels with particular emphasis on sales force management and channel designs for improving efficiency. The objective of the Course is to provide an understanding of Sales Management, with particular emphasis on sales force management

Syllabus

Week 1  :  Introduction to Sales Management
Week 2  :  Determining Sales related Marketing Policies-Sales Organization; Sales Department Relations
Week 3  :  Sales Organization; Sales Department RelationsPlanning, Sales Forecasting and Budgeting
Week 4  :  Buyer-Seller DyadsDiversity of Personal-selling SituationsTheories of Selling
Week 5  :  The Selling Process-Sales Force Management
Week 6  :  Sales Force Management
Week 7  :  Management of Sales Territory & Management of Sales Quota
Week 8  :  The Sales Budget , Sales Control-Distribution Channel Management

Taught by

Prof. Sangeeta Sahney

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