My Profile
Active Members
TodayLast 7 Days
more...
Awards & Gifts
Online Exams
Fresher Jobs
Our fresher job section is exclusively for fresh graduates! Find jobs for freshers in major Indian
cities including Bangalore, Chennai, Hyderabad, Pune or Kochi
Resources
Find educational articles, blogs, discussion threads and other resources.
Colleges
Find details about any college in India or search for courses.
Advertisements
|
Bangalore University - B.Com 6th Sem - Sales & Distribution Management (Marketing Group)
Posted Date: 11 Dec 2007 Resource Type: Articles/Knowledge Sharing Category: General
|
Posted By: Jyothi Member Level: Diamond
Rating:  Points: 1
|
|
|
SALES & DISTRIBUTION MANAGEMENT (Elective Paper - VI)
CHAPTER I: INTRODUCTION & BASIC CONCEPTS 10 hrs
The nature of personal selling; Personal Selling in marketing mix; The dimensions of sales management; Sales Management environment; Sales forecasting & Sales management planning.
CHAPTER II: ORGAN ISING & EXECUTING THE SALES EFFORT 8 hrs
The nature of sales management positions; the sales organization; sales department relations; distributive network relations; the selling process; sales personality.
CHAPTER III: SALES FORCE MANAGEMENT 12 hrs
Recruitment & selection of sales personnel; Training, motivating, compensating & controlling sales personnel; controlling the sales effort - sales budget, sales quotas, sales territories, sales control & cost analysis.
CHAPTER IV: OVERVIEW OF DISTRIBUTION MANAGEMENT 8 hrs
Basic concepts of distribution systems; Different modes of transport in India; Functional areas of logistics management; Distribution costs; Supply chain management.
CHAPTER V: MANAGING MARKETING INTERMEDIARIES 12 hrs
Role & functions of marketing intermediaries; selection of marketing channels; motivation of marketing intermediaries; distribution analysis, Channel management & control.
SKILL DEVELOPMENT:
- Prepare a profile of consumer durable products sold at the authorized dealer of your choice. Present the highlights of the profile in class.
- Look into newspaper's advertising under 'sales positions' section. Make a list of adjectives used to describe the type of person desired for a sales position. What personality traits seem to be important in a person looking for a sales career? Match with your personality traits & give reasons for the outcome.
- Interview five selected sales managers about recruitment, selection & compensation policies of his/her organization for sales personnel. Evaluate these findings & discuss the report in your class.
- Prepare a report on the nature of industries directly dependent on different modes of transport systems in India.
- Identify three fast moving consumer goods marketing intermediaries & analyse their functions & responsibilities in your class. Analyse the changes in retail Chain Management.
REFERENCE BOOKS:
1. R.Still, W.Cundiff, A.P.Govoni, Sales Management Decisions Strategies and Cases, 5th Edition, P.H.I, New Delhi, 2001.
2. M.Johnson, L.Kurtz, E.Scheuing, Sales Management Concepts, Practices & Cases, 2nd Edition, Mcgraw Hill International, New York, 1994.
3. W.Stern, EI-Ansary, T.Coughlan, Marketing Channels, 5th Edition, P.H.I, New Delhi, 2001.
4. Guptha.S.L, Sales & Distribution Management, 1st Edition, Excell Books, New Delhi, 1999.
5. Coughlem, Marketing Channels.
|
Responses
|
No responses found. Be the first to respond and make money from revenue sharing program.
|
|
|