Sales and Distribution Management

Meaning and importance of sales; role of sales in business organizations; relationship between marketing and sales; concept of customer value and customer satisfaction; personal selling and its importance; types of sales jobs; introduction to marketing channels; producers, wholesalers, retailers, and consumers; overview of distribution systems in India.

Business communication fundamentals; verbal and non-verbal communication; listening skills; customer interaction and relationship building; handling customer queries and complaints; professional etiquette; teamwork and interpersonal skills; introduction to Customer Relationship Management (CRM).

Understanding customer needs; stages of the selling process; prospecting and lead generation; sales presentation techniques; handling customer objections; closing sales; follow-up and after-sales service; ethical issues in selling; role of technology in sales activities.

Concept and functions of retailing; types of retail formats; wholesaling and its role; distribution channels and intermediaries; channel functions and channel members; inventory basics; introduction to supply chains; distribution challenges in urban and rural markets.

Introduction to logistics and supply chain management; transportation and warehousing basics; order processing; e-commerce and online retailing; digital marketplaces; omnichannel retailing; social commerce; sustainability in distribution; future trends in sales and distribution management. Practical Activities 1. Role play on customer interaction and sales presentation. 2. Preparation of a simple sales pitch for a product. 3. Retail store observation and reporting. 4. CRM software demonstration and practice. 5. Case study and analysis on e-commerce distribution models. 6. Group presentation on emerging trends in retailing and logistics.