BA4012 Sales and Distribution Management Syllabus:
BA4012 Sales and Distribution Management Syllabus – Anna University PG Syllabus Regulation 2021
COURSE OBJECTIVE:
To gain insights into the selling and distribution process.
UNIT I INTRODUCTION
Sales management – nature and scope. Sales management positions. Personal Selling – Scope, theories and strategies. Sales forecasting and budgeting decisions. Online selling – scope, potential, Merits and Demerits.
UNIT II PERSONAL SELLING PROCESS, SALES TERRITORIES & QUOTAS
Selling process and relationship selling. Designing Sales Territories and quotas. Sales organisation structures.
UNIT III MANAGING THE SALES FORCE
Sales force – recruitment, selection, training, motivating, compensation and control.
UNIT IV MANAGING DISTRIBUTION CHANNELS
Distribution Management – Introduction, need and scope. Channels -Strategies and levels, retailing and wholesaling. Designing channel systems and channel management.
UNIT V BASICS OF LOGISTICS AND SUPPLY CHAIN MANAGEMENT
Logistics – Scope, definition and components. Managing FG Inventory & warehousing. Transportation – Scope, Modes and role in Supply Chain effectiveness. Use of Information Technology in Online Selling and Goods tracking.
TOTAL: 45 PERIODS
COURSE OUTCOMES:
The student get to learn about
1. The basics of sales management, theories and strategies
2. The process of personal and relationship selling
3. Managing sales force
4. Managing distribution channels
5. Inventory and supply chain.
REFERENCES:
1. Krishna K. Havaldar, Vasant M. Cavale, Sales and Distribution Management – Text and Cases, Third Edition, McGraw Hill Education, 2017
2. Gupta S.L., Sales and Distribution Management – Text and Cases – An Indian Perspective, Excel Books, 2008
3. Pingali Venugopal, Sales and Distribution Management – An Indian Perspective, Response Books from Sage Publications, 2008.