Sales and Distribution Management
Indian Institute of Technology, Kharagpur and NPTEL via Swayam
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Overview
INTENDED AUDIENCE : For anyone keen to improve his/her sales and marketing skills,Elective Course,PG Course,MBA. PhDPREREQUISITES : None
INDUSTRY SUPPORT : This is a marketing elective which deals with effective and efficient sales force management. Every company that deals with customers sales will recognize the relevance of this course.
Syllabus
COURSE LAYOUT
Week 1: Introduction to Sales ManagementWeek 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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