Paper VI: Sales and Distribution Management
Paper VI: Sales and Distribution Management
SECTION A
Unit I: Nature and scope of sales management- Nature of personal selling, Role of the sales force, setting
and formulating personal selling objectives, Sales forecasting methods.
Unit II: Designing sales force strategy and structure- Recruiting and selecting sales personnel,
determining the kind of salespeople, determining size of the sales force; Training salespeople:
Developing and conducting sales training programmes, Defining training objectives, deciding training
content, selecting training method.
Unit III: Compensating salespeople- Designing and administrating compensation plans, Types of
compensation plans and requirements of a good compensation plan; Motivating salespeople: Meaning,
Need gratification and motivation, Interdependence and motivation, Motivation and leadership.
Unit IV: Supervising and evaluating salespeople- Setting standards of performance, Quantitative and
qualitative performance criteria, Controlling salespeople through supervision.
Sales meetings: Planning and staging sales meetings, National, regional, local sales meetings.
Sales contests: Specific objectives, Contest prizes contest duration, Promotion, Objections to sales
contests.
Unit V: Designing territories- Sales territory concept, Revising sales territories procedures for setting up
or revising sales territories, Assignment of sales personnel to territories; Sales quotas: Objectives of sales
quotas, Types of quotas and quota-setting procedures, administering the quota system.
SECTION B
Unit VI: Sales control and cost analysis- Sales audit, Sales analysis, Marketing cost analysis, Purpose and
techniques.
Unit VII: Sales organization- Purpose, Setting up a sales organization, Basic types of sales organization
structure ; Sales department relations- Coordination of personal selling with other marketing activities,
Sales and advertising, sales and marketing information, sales and service, sales and physical distribution.
Unit VIII: Channel management and channel strategy- Determination of channel objectives,
Determining coverage and support requirements, Distribution logistics.
Unit IX: Warehousing- Types of warehouses, Factors affecting warehousing choice, Inventory decisions,
Transportation decisions, types, Legal issues.
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Unit X: Distribution planning, costs and control- Functions of intermediaries (wholesaler & retailers),
Selection and motivation of intermediaries, Need, criterion and establishing objectives for intermediaries;
Control issues- Major cost centres in distribution, Establishing standards for control, Controlling channel
members and tools for control; Cases and recent articles and reports should be discussed in the class.
Suggested Readings
1.
Principles of Marketing- Kotler, P & Armstron G, Prentice Hall Inc.
2.
Sales Management- Chunawalls, S A, Himalaya Publishing House
3.
Physical Distribution Management- Kulkarni, M V, Everest Publishing House
4.
Marketing Management – V S Ramaswami & S Namkumari, Macmillan India Ltd
5.
Sales & Distribution Management by Krishna K Harvadkar -publisher: McGraw Hill
Paper VI: Sales and Distribution Management
SECTION A
Unit I: Nature and scope of sales management- Nature of personal selling, Role of the sales force, setting
and formulating personal selling objectives, Sales forecasting methods.
Unit II: Designing sales force strategy and structure- Recruiting and selecting sales personnel,
determining the kind of salespeople, determining size of the sales force; Training salespeople:
Developing and conducting sales training programmes, Defining training objectives, deciding training
content, selecting training method.
Unit III: Compensating salespeople- Designing and administrating compensation plans, Types of
compensation plans and requirements of a good compensation plan; Motivating salespeople: Meaning,
Need gratification and motivation, Interdependence and motivation, Motivation and leadership.
Unit IV: Supervising and evaluating salespeople- Setting standards of performance, Quantitative and
qualitative performance criteria, Controlling salespeople through supervision.
Sales meetings: Planning and staging sales meetings, National, regional, local sales meetings.
Sales contests: Specific objectives, Contest prizes contest duration, Promotion, Objections to sales
contests.
Unit V: Designing territories- Sales territory concept, Revising sales territories procedures for setting up
or revising sales territories, Assignment of sales personnel to territories; Sales quotas: Objectives of sales
quotas, Types of quotas and quota-setting procedures, administering the quota system.
SECTION B
Unit VI: Sales control and cost analysis- Sales audit, Sales analysis, Marketing cost analysis, Purpose and
techniques.
Unit VII: Sales organization- Purpose, Setting up a sales organization, Basic types of sales organization
structure ; Sales department relations- Coordination of personal selling with other marketing activities,
Sales and advertising, sales and marketing information, sales and service, sales and physical distribution.
Unit VIII: Channel management and channel strategy- Determination of channel objectives,
Determining coverage and support requirements, Distribution logistics.
Unit IX: Warehousing- Types of warehouses, Factors affecting warehousing choice, Inventory decisions,
Transportation decisions, types, Legal issues.
43
Page 44
Unit X: Distribution planning, costs and control- Functions of intermediaries (wholesaler & retailers),
Selection and motivation of intermediaries, Need, criterion and establishing objectives for intermediaries;
Control issues- Major cost centres in distribution, Establishing standards for control, Controlling channel
members and tools for control; Cases and recent articles and reports should be discussed in the class.
Suggested Readings
1.
Principles of Marketing- Kotler, P & Armstron G, Prentice Hall Inc.
2.
Sales Management- Chunawalls, S A, Himalaya Publishing House
3.
Physical Distribution Management- Kulkarni, M V, Everest Publishing House
4.
Marketing Management – V S Ramaswami & S Namkumari, Macmillan India Ltd
5.
Sales & Distribution Management by Krishna K Harvadkar -publisher: McGraw Hill
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