Module 1 INTRODUCTION TO SALES MANAGEMENT
Sales Management: Its Nature, Rewards, and Responsibilities, Social, Ethical, and Legal Responsibilities of Sales Personnel
Module 2 PLANNING THE SALES TEAM’S EFFORTS
Building Relationships through Strategic Planning, The Market-Driven Sales Organization, Forecasting Market Demand and Sales Budgets Design and Size of Sales Territories, Sales Objectives and Quotas, staffing the Sales Team - Planning for and Recruiting Successful Salespeople, Selection, Placement, and Socialization of Successful Salespeople, Training the Sales Team - The Management of Sales Training and Development, Contents of the Sales Training Program: Sales Knowledge and the Selling Process, Directing The Sales Team - Motivating Salespeople toward High Performance, Compensation for High Performance, Leading the Sales Team
Module 3 CONTROLLING THE SALES TEAM
Analysis of Sales and Marketing Costs, Evaluation of Salespeople’s Performance, Comprehensive Sales Force Cases and Exercises
Module 4 MARKETING LOGISTICS
Logistics and its importance, Functions of Logistics management - Procurement Purchasing, Inward Transport, Receiving, Warehousing, Stock Control, Order Picking, Materials Handling, Outward Transport, Physical Distribution Management, Recycling, Returns, and Waste Disposal, Importance of Communication in Logistics, Technology in Logistics- Electronic Data interchange (EDI), Artificial Intelligence, Expert Systems,Communication Technology, Bar Coding and Scanning, Streamlining the Logistics Process, Strategic Issues in Logistics Management
Module 5 MARKETING CHANNELS
Evolution of Marketing Channels- The Production Era, The Sales Era, The Marketing Era, Relationship Marketing Era, Channel member and their roles, Roles of Channel Members, Channel Functions, Designing marketing channels - Channel Structure, Channel Intensity, Types of Channel Intermediaries at Each Level, Channel Flows and Costs
Module 6 CHANNEL INTEGRATION
Importance of Channel Integration, Vertical Marketing Systems, Types of vertical marketing systems - Corporate VMS, Administered VMS, Contractual VMS, Horizontal Marketing Systems, Hybrid channel system, Designing and Managing Hybrid Channel Systems
Module 7 CHANNEL MANAGEMENT 10 hrs
Recruiting Channel, Members - Recruiting as a Continuous Process, Recruiting Manufacturers, Screening, Criteria for Selecting Channel Members - Sales Factors, Product Factors, Experience Factors, Administrative Factors, Risk Factors, Motivating Channel Members, Distributor Advisory Councils, Modifying Channel Arrangements -PLC Changes, Customer-Driven Refinement of Existing Channels, Growth of Multi-Channel Marketing Systems, Managing Channel Relationships - Cooperation and coordination, Conflict, Power
Module 8 WHOLESALING & RETAILING
Wholesaling and its importance, Types of Wholesalers - Merchant Wholesalers, Agents and Brokers, Manufacturer’s Wholesalers, Strategic Issues in Wholesaling - Target Market Decisions, Marketing Mix Decisions Trends Shaping Wholesale Distribution -Functional Overlap, Increased Services, Pricing and Credit,, Regional Coverage Organizational Form and Size, Impact of Information Technology on Wholesaling -Challenges in Wholesaling -Inventory Management, Sales Management, Promotion
Management, Financial Planning and Management - Retailing and its Importance -Importance to Consumers, Source of Employment - Evolution of Retailing and types of retailing
REFERENCE BOOKS:
1. Sales And Distribution Management, Tapan Panda And Sunil Sahadev, Oxford
Publications
2. Sales Management, Still And Cundiff, PHI
3. S.L. Gupta, Sales & Distribution Management, Excel Books
4. Marketing Channels, Coughian, Anderson, PHI
5. Sales And Distribution Management; Krishna Havaldar And Cavale; Tata
Mcgraw-Hill
6. Sales Management, Dasgupta, PHI
-29-
Sales Management: Its Nature, Rewards, and Responsibilities, Social, Ethical, and Legal Responsibilities of Sales Personnel
Module 2 PLANNING THE SALES TEAM’S EFFORTS
Building Relationships through Strategic Planning, The Market-Driven Sales Organization, Forecasting Market Demand and Sales Budgets Design and Size of Sales Territories, Sales Objectives and Quotas, staffing the Sales Team - Planning for and Recruiting Successful Salespeople, Selection, Placement, and Socialization of Successful Salespeople, Training the Sales Team - The Management of Sales Training and Development, Contents of the Sales Training Program: Sales Knowledge and the Selling Process, Directing The Sales Team - Motivating Salespeople toward High Performance, Compensation for High Performance, Leading the Sales Team
Module 3 CONTROLLING THE SALES TEAM
Analysis of Sales and Marketing Costs, Evaluation of Salespeople’s Performance, Comprehensive Sales Force Cases and Exercises
Module 4 MARKETING LOGISTICS
Logistics and its importance, Functions of Logistics management - Procurement Purchasing, Inward Transport, Receiving, Warehousing, Stock Control, Order Picking, Materials Handling, Outward Transport, Physical Distribution Management, Recycling, Returns, and Waste Disposal, Importance of Communication in Logistics, Technology in Logistics- Electronic Data interchange (EDI), Artificial Intelligence, Expert Systems,Communication Technology, Bar Coding and Scanning, Streamlining the Logistics Process, Strategic Issues in Logistics Management
Module 5 MARKETING CHANNELS
Evolution of Marketing Channels- The Production Era, The Sales Era, The Marketing Era, Relationship Marketing Era, Channel member and their roles, Roles of Channel Members, Channel Functions, Designing marketing channels - Channel Structure, Channel Intensity, Types of Channel Intermediaries at Each Level, Channel Flows and Costs
Module 6 CHANNEL INTEGRATION
Importance of Channel Integration, Vertical Marketing Systems, Types of vertical marketing systems - Corporate VMS, Administered VMS, Contractual VMS, Horizontal Marketing Systems, Hybrid channel system, Designing and Managing Hybrid Channel Systems
Module 7 CHANNEL MANAGEMENT 10 hrs
Recruiting Channel, Members - Recruiting as a Continuous Process, Recruiting Manufacturers, Screening, Criteria for Selecting Channel Members - Sales Factors, Product Factors, Experience Factors, Administrative Factors, Risk Factors, Motivating Channel Members, Distributor Advisory Councils, Modifying Channel Arrangements -PLC Changes, Customer-Driven Refinement of Existing Channels, Growth of Multi-Channel Marketing Systems, Managing Channel Relationships - Cooperation and coordination, Conflict, Power
Module 8 WHOLESALING & RETAILING
Wholesaling and its importance, Types of Wholesalers - Merchant Wholesalers, Agents and Brokers, Manufacturer’s Wholesalers, Strategic Issues in Wholesaling - Target Market Decisions, Marketing Mix Decisions Trends Shaping Wholesale Distribution -Functional Overlap, Increased Services, Pricing and Credit,, Regional Coverage Organizational Form and Size, Impact of Information Technology on Wholesaling -Challenges in Wholesaling -Inventory Management, Sales Management, Promotion
Management, Financial Planning and Management - Retailing and its Importance -Importance to Consumers, Source of Employment - Evolution of Retailing and types of retailing
REFERENCE BOOKS:
1. Sales And Distribution Management, Tapan Panda And Sunil Sahadev, Oxford
Publications
2. Sales Management, Still And Cundiff, PHI
3. S.L. Gupta, Sales & Distribution Management, Excel Books
4. Marketing Channels, Coughian, Anderson, PHI
5. Sales And Distribution Management; Krishna Havaldar And Cavale; Tata
Mcgraw-Hill
6. Sales Management, Dasgupta, PHI
-29-
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