BA4012 Syllabus - Sales And Distribution Management - 2021 Regulation Anna University

BA4012 Syllabus - Sales And Distribution Management - 2021 Regulation Anna University

BA4012

SALES AND DISTRIBUTION MANAGEMENT

 L T P C

3 0 0 3

COURSE OBJECTIVE:
• To gain insights into the selling and distribution process.

UNIT I

INTRODUCTION

9

Sales management - nature and scope. Sales management positions. Personal Selling - Scope, theories and strategies. Sales forecasting and budgeting decisions. Online selling - scope, potential, Merits and Demerits.

UNIT II

PERSONAL SELLING PROCESS, SALES TERRITORIES & QUOTAS

9

Selling process and relationship selling. Designing Sales Territories and quotas. Sales organisation structures.

UNIT III

MANAGING THE SALES FORCE

9

Sales force - recruitment, selection, training, motivating, compensation and control.

UNIT IV

MANAGING DISTRIBUTION CHANNELS

9

Distribution Management - Introduction, need and scope. Channels -Strategies and levels, retailing and wholesaling. Designing channel systems and channel management.

UNIT V

BASICS OF LOGISTICS AND SUPPLY CHAIN MANAGEMENT

9

Logistics - Scope, definition and components. Managing FG Inventory & warehousing. Transportation - Scope, Modes and role in Supply Chain effectiveness. Use of Information Technology in Online Selling and Goods tracking.

TOTAL: 45 PERIODS

COURSE OUTCOMES: The student get to learn about
1. The basics of sales management, theories and strategies
2. The process of personal and relationship selling
3. Managing sales force
4. Managing distribution channels
5. Inventory and supply chain.

REFERENCES:
1. Krishna K. Havaldar, Vasant M. Cavale, Sales and Distribution Management - Text and Cases, Third Edition, McGraw Hill Education, 2017
2. Gupta S.L., Sales and Distribution Management - Text and Cases - An Indian Perspective, Excel Books, 2008
3. Pingali Venugopal, Sales and Distribution Management - An Indian Perspective, Response Books from Sage Publications, 2008.

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