Unit1
Unit 1
4 hrsIntroduction to Sales: Role of selling in marketing, Personal selling, Types of sales personnel, Characteristics of a successful salesman, Process of effective selling.
Syllabus
5 units · 40 lecture hoursUnit2
Unit 2
8 hrsSales Force Management: Types of sales organizations and their structure, Recruitment, Selection, Training and Development. Sales force motivation & compensation, designing incentives and contests, Sales forecasting, Sales budget, Sales quota, Sales territory, Building sales reporting mechanism and monitoring, Sales force productivity, Sales force appraisal.
Unit3
Unit 3
8 hrsSales Planning and Control: Sales Forecasting Methods and Techniques, Sales Budgeting and Resource Allocation, Sales Strategy and Sales Planning Process, Sales Call Planning and Time Management, Role of Technology in Sales Planning (CRM, Sales force Automation),Ethics in Selling and Legal Aspects
Unit4
Unit 4
10 hrsDistribution Channel Management: Types of Marketing Channels, Channel Design and Selection, Channel Conflict and its Management, Channel Partner Selection, Motivation, and Performance Appraisal, Retailing and Wholesaling: Trends and Practices. Managing Vertical and Horizontal Marketing Systems
Unit5
Unit 5
10 hrs- Logistics and Emerging Trends in Distribution: Introduction to Logistics and Supply Chain Management, Order Processing, Warehousing, Inventory Management, Transportation and Distribution Cost Control ,E-commerce and Omnichannel Distribution, Role of IT in Distribution (ERP, SCM Tools), Emerging Trends: Green Logistics, Reverse Logistics, Direct-to-Consumer (D2C) Channels, Role of IT in retailing: ERP, CRM, analytics-retailing and Omni channel
- strategies, Mobile retailing, Social commerce, AI/ML in retail, Ethical and legal issues in retail, Sustainability in retailing, Future trends
Course Objectives
- The objective of this course is to:
- Provide students with a conceptual understanding of the role of selling in marketing, personal selling, types of sales personnel, and the process of effective selling.
- Develop managerial competencies in sales force recruitment, training, motivation, compensation, forecasting, territory management, productivity assessment, and performance appraisal.
- Enable students to plan and control sales operations using forecasting methods, budgeting, resource allocation, sales planning processes, CRM tools, and ethical practices.
- Equip students with knowledge and analytical skills for designing, managing, and evaluating distribution channels, channel partners, and retail-wholesale networks.
- Familiarize students with modern logistics, supply chain processes, IT-enabled distribution, and emerging trends such as e-commerce, green logistics, and reverse logistics.
- Cultivate skills to analyze real-world sales and distribution problems and formulate innovative, technology-driven strategies for effective sales and distribution management.
Course Outcomes (COs)
After completion of the course student will be able to:
- CO1Define and explain the fundamentals of selling, personal selling, and characteristics of sales personnel in the marketing function. K1:Remembering
- CO2Apply sales force management concepts in recruitment, training, motivation, forecasting, and productivity management within various sales organizations. K3: Applying
- CO3sales planning and control processes including forecasting, budgeting, sales strategy formulation, ethical practices, and the role of technology in sales management. K4: AnalyzingAnalyze
- CO4distribution channel structures, partner selection processes, retail-wholesale strategies, and conflict management for effective channel operations. K5: EvaluatingEvaluate
- CO5Develop strategies for managing logistics, modern distribution systems, and supply chain networks incorporating emerging trends and technology-driven innovations. K6: Creating
- CO6Critically assess the use of omnichannel distribution, e-commerce models, and IT tools such as ERP and SCM systems for enhancing distribution efficiency and customer value. K5: Evaluating Human Resource Management Electives
Suggested Readings
- Still, R.R., Cundiff, E.W. and Govani, N.A.P.; Sales Management; Pearson Education
- Venugopal, Pingali, Sales and Distribution Management, SAGE Publishing
- Berman, Evans, Retail Management Strategic approach, Pearson
- Chaudhary Prashant , Selling and Negotiation, SAGE Publishing
- Tapan Panda: Sales and Distribution Management, OUP.
- Havaldar, K.K., and Cavale, V.M.; Sales and Distribution Management; McGraw- Hill Education.
Official AKTU syllabus
This subject is on page 18, 19, 20 of the original AKTU PDF.