| Unit 1 Introduction | |
| Sales Management | VIEW |
| Sales Department | VIEW |
| Evolution of Sales Management | VIEW |
| Interface of Sales with Other Management Functions | VIEW |
| Qualities of a Sales Manager | VIEW |
| Developments in Sales Management: Effectiveness to Efficiency | VIEW |
| Multidisciplinary Approach | VIEW |
| Internal Marketing | VIEW |
| Increased Use of Internet | VIEW |
| Customer Relationship Management | VIEW |
| Professionalism in Selling | VIEW |
| Structure of Sales Organization: Functional, Product Based, Market Based, Territory Based | VIEW |
| Combination or Hybrid Structure | VIEW |
| Distribution Management: Meaning and Importance | VIEW |
| Role of Distribution | VIEW |
| Role of Intermediaries | VIEW |
| Evolution of Distribution Channels | VIEW |
| Integration of Marketing, Sales and Distribution | VIEW |
| Unit 2 Market Analysis and Selling | |
| Market Analysis | VIEW |
| Sales Forecasting | VIEW |
| Methods of Sales Forecasting | VIEW |
| Types of Sales Quotas: Value Quota, Volume Quota, Activity Quota, Combination Quota | VIEW |
| Factors Determining Fixation of Sales Quota | VIEW |
| Assigning Territories to Salespeople | VIEW |
| Selling Process of Selling | VIEW |
| Methods of Closing a Sale | VIEW |
| Reasons for Unsuccessful Closing | VIEW |
| Theories of Selling: Stimulus Response Theory, Product Orientation Theory, Need Satisfaction Theory | VIEW |
| Selling Skills | VIEW |
| Negotiation Skill in Selling | VIEW |
| Problem Solving Skill | VIEW |
| Conflict Management Skill | VIEW |
| Selling Strategies | VIEW |
| Difference between Consumer Selling and Organizational Selling | VIEW |
| Difference between National Selling and International Selling | VIEW |
| Unit 3 Distribution Channel Management | |
| Management of Distribution Channel Meaning & Need | VIEW |
| Channel Partners: Wholesalers, Distributors and Retailers & their Functions in Distribution Channel | VIEW |
| Difference Between a Distributor and a Wholesaler | VIEW |
| Choice of Distribution System Intensive, Selective, Exclusive | VIEW |
| Factors Affecting Distribution Strategy | VIEW |
| Pricing Policy | VIEW |
| Distribution Cost | VIEW |
| Channel Design | VIEW |
| Channel Policy | VIEW |
| Channel Conflicts: Meaning and Types | VIEW |
| Resolution of Conflicts and it’s Methods: Kenneth Thomas’s Five Styles of Conflict Resolution | VIEW |
| Motivating Channel Members | VIEW |
| Selecting Channel Partners | VIEW |
| Evaluating Channels | VIEW |
| Channel Control | VIEW |
| Unit 4 Performance evaluation, Ethics and Trends | |
| Sales Performance | VIEW |
| Methods of Supervision and Control of Sales Force | VIEW |
| Sales Performance Evaluation Criteria | VIEW |
| Key Result Areas (KRAs) | VIEW |
| Sales Performance Review | VIEW |
| Sales Management Audit | VIEW |
| Evaluating Channels: Effectiveness, Efficiency and Equity | VIEW |
| Control of Channel and Instruments of Control | VIEW |
| Contract or Agreement | VIEW |
| Budgets and Reports | VIEW |
| Distribution Audit | VIEW |
| Ethics in Sales Management | VIEW |
| New Trends in Sales and Distribution Management | VIEW |