Sales and Distribution Management

Sales and distribution management.
1.) Introduction to sales mgmt.
 Evolution of d sales concept.
 Nature and role of selling.
 Image of selling.
 Objectives of sales management.
 Integrating sales and marketing.
 Environmental changes affecting sales mgmt.
2.) Sales functions and policies
 Role of sales manager.
 Responsibilities of sales manager.
 Role of a sales executive.
 Responsibilities of sales executive.
 Policies that impact sales mgmt.
3.) Personal selling
 Buyer seller dyads
 Types of selling jobs
 Sales force objectives.
 Sales force strategies.
 Theories of personal selling.
 Approaches to personal selling.
 Personal selling process
 Customer related issues in personal selling.

 Automation in personal selling.
4.) Sales planning
 The importance of sales planning.
 Sales manager as planner process
 The sales planning process
 Causes of unsuccessful
 Accuracy of sales planning
5.) Sales budget.
 Purpose of sales budget
 Benefits of budgeting
 Principles of budgeting
 Types of budgets
 Methods of budgeting for sales force
 Requirements for successful budgeting
 Developing a sales budget
 Precautions in preparing sales budgets.
6.) Estimating market potential and foresting sales
 Importance of assessing market potential
 Need to determine market potential
 Analyzing market potential
 Sources of data
 Importance and uses of sales forecast

 Sales forecasting methods
 Criteria for effective forecasting
 Selecting a forecasting method
 Difficulties associated with forecasting
7.) Sales and cost analysis
 Sales managers responsibility to ensure
 Nature of sales control
 Sales analysis
 Sales audit
 Marketing cost analysis
 Marketing cost analysis
 Marketing audit
 Profitability analysis
 Principles of analysis
End sem xams
1.) Time n territory mgmt.>
 Time mgmt n its imp.
 Territory mgmt n its imp.
 Criteria 4 territory design
 Methods of designing territory
 Procedures 4 developing territories
 Operating the territory mgmt system

2.) Compensating sales personal
 Objectives of compensation plans
 Charactestics of compensation plans
 Types of compensation plan
 Implementing compensation plan
 Sales contests
 Sales force expenses
 Fringe benefits
3.) Motivating the sales force
 Concept of motivation
 Motivational theories
 Moyivation n productivity of the sales force
 Effect of personal characteristics on sales force motivation
 Sales motivational mix
 Motivating the sales personnel at different stages of their carrer
4.) Leading the sales force
 Nature of leadership
 Characteristic of an effective leader
 Leadership styles of sales managers
 Skills essential for a leader
5.) Evaluating sales force performance
 Sales force performance
 Determinants of sales force performance

 Performance evaluation
 Criteria for the evaluation of sales force performance
 Establishing of performance standards
 Methods of sales force evaluation
 Monitoring and reviewing of sales force performance
6.) Marketing logistics
 Logistics and its importance
 Functions in logistics management
 Importance of communication in logistics
 Technology in logistics
 Streamlining in logistics process
 Strategic issues in logistic mgmt
 Local n global changes in logistic mgmt
7.) Marketing channels
 Evolution of marketing channels
 Channel members and their roles
 Channel functions
 Designing marketing channels
 Channel flows n costs
8.) Channel integration
 Imp. Of channel integration
 Vertical marketing system

 Types of vertical marketing systems
 Horizontal marketing systems
 Hybrid channel systems
9.) Channel marketing
 Recruiting channel members
 Criteria for selecting channel partners
 Motivating channel members
 Evaluating channel members
 Modifying channel arrangements
 Managing channel relationships
10.) Evaluating channel performance
 Performance measures in marketing channels
 Models to diagnose channel profitability
 Appraisal of channel members contribution
 Result of channel performance
11.) Managing channel conflicts
 Sources of conflicts
 Types of conflicts
 Conflicts mgmt. techniques
 Channel leadership
12.) Channel information system

 Elements of channel information system
 Impact of information system on channel flow
 Impact of information systems on channel relationships
Strategic marketing management

1.) An introduction to strategic marketing mgmt
 Marketing
 definition of strategy
 evolution of strategic mgmt
 strategic marketing
2.) marketing strategy n planning
 deciding how to compete
 market orientation
 business strategy n marketing
 marketing situation analysis
 designing marketing strategy
 marketing planning n marketing plans
3.) business strategy n competitive advantage
 organizational change
 competitive advantage
 business strategy
4.) marketing audit n swot analysis

 marketing audit
 evolution of marketing audit
 components of marketing audit
 swot analysis
5.) marketing n environmental analysis
 the nature n structure of marketing environment
 environmental scanning and analysis
 evolution of environmental scanning
 pest framework
 benefits of environmental scanning
6.) competitor analysis
 competitive forces
 competitor analysis
 information gathering
 analyzing the competition
 competitive information system
7.) customer analysis
 buyer behavior model
 the buying decision process
 organizational buying behavior
 dimensions of organizational buying behavior
 influence of the product on marketing strategy

 relationship marketing
8.) segmenting markets
 markets n marketing approaches
 market segmentation
 niche marketing
 bases for segmentation
 multi-attribute segmentation
 strategic analysis of market segments
9.) targeting n positioning strategy
 market targeting strategy
 deciding on segments to enter
 positioning
 choosing the positioning strategy.
end sem xams
1.) relationship strategies
 interorganizational
 types of interorganizational relationship
 strategies alliances
 joint ventures
 global relationships among organizations
2.) generic strategies

 porters five competitive
 porters generic competitive
 identifying potential competitive
 advantages
 influence of market position on strategy
 strategic wear-out
3.) planning 4 new product
 new product development
 need 4 new product development
 risks in new product development
 reasons 4 success of new products
 reason 4 failure of new product
 product planning as a customer satisfaction process
 new product strategies
 the new product development process
 other issues in new product development
4.) product branding and customer service strategies
 nature of product
 developing product strategies
 managing existing product
 branding strategy
 responsibility 4 making product decisions
 product quality mgmt

 total quality mgmt
 customer service strategy
5.) pricing strategy
 role n significance of price
 approaches to price setting
 pricing strategy
 methods of pricing
 other considerations in pricing
 using pricing as tactical weapon
6.) advertising n sales promotion strategies
 promotion strategy
 advertising strategy
 sales promotion strategies
7.) public relations n direct marketing strategies
 public relations
 direct marketing
8.) sales force strategies
 developing n implementing sales force strategy
 sales channels
 designing the sales organization
 managing the sales force

 personal selling
9.) distribution strategy
 strategic issues in distribution
 types of distribution channels
 considerations in distribution channels
 distribution intensity
 conflict n control in distribution channel
 international channels
Business ethics and corporate governance
1.) business ethics –an overview
 ethics
 nature of ethics
 objectives of ethics
 business ethics
 `nature of business ethics
 Relationship between business and ethics
 Needs 4 business ethics
2.) Imp. Of ethics in business
 Ethical theories
 Market system
 Imp. Of trust in business relations

 Integrative social contract theory
3.) The ethical organization n its corporate code
 The ethical organization-an overview
 Judging the ethical nature of organization
 Corporate code
 The development of corporate code
 Implementation of corporate code
4.) Business ethics and environment
 Environmental ethics
 Environmental issues
 Greening
 Green initiatives
5.) Ethical issues in marketing mgmt.
 Ethical issues in marketing strategy
 Ethical issues in marketing mix
 Marketing research
6.) Ethical issues in operational mgmt.
 Role of operations mgmt
 Ethical issues at workplace
 Quality control-ethical dilemmas
 An analytical framework for ethical problems in operations mgmt

7.) Ethical issues in purchase mgmt
 Role of purchase manager
 Ethical issues in purchasing
 Code of ethics-purchasing
8.) Ethical issues in human resources mgmt.
 Nature of employment contract
 Hiring-the principal of ethical hiring
 Equality of opportunity
 Ethics n remuneration
 Ethics in retrenchment
End sem xams
1.) Ethical issues in finance
 Imp.of financial statement
 Ethical issues in merger n acquisitions
 Insider trading
 Money laundering
2.) Ethical issues in accounting and other functions
 The imp. Of financial statement
 Types of financial accounts
 Imp. Of transparency in disclosure

 Role of accountants
 The regulating the professional conduct of accountants
 Ethical issues in IT
 Imp. Of software audits
3.) `ethical dilemmas at work place
 Dilemmas at work
 Ethical dilemmas
 Resolving dilemmas
4.) Ethical issues in global business
 Multinational co.
 Ethical issues in multinational co’s.
 Ethical issues in global business
 Ethical issues in various countries
 Regulatory action in acquisition of global business
 Social obligations in global business
5.) Corporate social responsibility
 Historical perspective
 The non conformist challenge in Britain
 Progressives in north America
 Responses in the thirties
 Post-war statism
6.) Corporate responsibility stakeholders
 Stakeholders-an overview
 Internal stakeholders
 External stakeholders
7.) The role of business in society
 The tasks of business in society
 The social challenge
 Standards and values
8.) Corporation-an overview
 Definition of the word corporation
 Evolution of the corporate structure
 Purpose of a corporation
 Corporation as a person
 Corporation as a moral person
 Corporation-expectations of society
 Corporation- expectations of the market
9.) Corporate governance-an overview
 Issues in corporate governance
 Definition of corporate governance
 Diff. b/w corporate governance n mgmt.
 Theories of corporate governance
 Models of corporate governance

 Evolution of corporate governance.
10.) Cor governce-board structure n style
 Types of director
 Types of board structures
 Issues in designing a board
 Styles of functioning of boards
11.) Corp govrnce- codes n laws.
 Self regulatory codes
 Reports of committees on corporate governance
 Corporate governance-company law
MUTUAL FUND
1.)

Sales and Distribution Management

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Sales and Distribution Management

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Sales and distribution management.

1.) Introduction to sales mgmt.

 Evolution of d sales concept.

 Nature and role of selling.

 Objectives of sales management.

 Integrating sales and marketing.

 Environmental changes affecting sales mgmt.

2.) Sales functions and policies

 Role of sales manager.

 Responsibilities of sales manager.

 Role of a sales executive.

 Responsibilities of sales executive.

 Policies that impact sales mgmt.

3.) Personal selling

 Buyer seller dyads

 Types of selling jobs

 Sales force objectives.

 Sales force strategies.

 Theories of personal selling.

 Approaches to personal selling.

 Personal selling process

 Customer related issues in personal selling.

4.) Sales planning

 The importance of sales planning.

 Sales manager as planner process

 The sales planning process

 Accuracy of sales planning

5.) Sales budget.

 Purpose of sales budget

 Methods of budgeting for sales force

 Requirements for successful budgeting

 Developing a sales budget

 Precautions in preparing sales budgets.

6.) Estimating market potential and foresting sales

 Importance of assessing market potential

 Need to determine market potential

 Analyzing market potential

 Importance and uses of sales forecast

 Criteria for effective forecasting

 Selecting a forecasting method

 Difficulties associated with forecasting

7.) Sales and cost analysis

 Sales managers responsibility to ensure

 Nature of sales control

 Marketing cost analysis

 Marketing cost analysis

End sem xams

1.) Time n territory mgmt.>

 Time mgmt n its imp.

 Territory mgmt n its imp.

 Criteria 4 territory design

 Methods of designing territory

 Procedures 4 developing territories

 Operating the territory mgmt system

 Objectives of compensation plans

 Charactestics of compensation plans

 Types of compensation plan

 Implementing compensation plan

 Sales force expenses

3.) Motivating the sales force

 Moyivation n productivity of the sales force

 Effect of personal characteristics on sales force motivation