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Indian Institute of Technology, Kharagpur

Sales and Distribution Management

Indian Institute of Technology, Kharagpur and NPTEL via Swayam


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
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.



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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