Sales & Distribution Management Syllabus 2023
1. Overview of Sales Management:
a. Meaning, Evolution, Nature and importance of sales management, Strategic role of sales management,
Objective and functions of sales management, Emerging trends in Sales Management,
b. Careers in Sales Management; Skills required for Sales Managers.
c. Impact of Technology on Sales: ERP, Social Platforms, Introduction of Sales Force Automation Systems
(SFA) and Mobile technology in sales. (7+2+2)
2. Organizing the Sales Force:
a. Sales Organization - meaning, Objectives & Structures of Sales Organization, Recruitment, selection and
training the sales force, motivation to sales force, Compensation and Evaluation of Sales Force. Duties
and Responsibilities of Sales Managers and the Effective Sales Executive.
b. Personal Selling: Objectives; Personal Selling Process; Relationship selling. (7+2+2)
3. Sales Planning and Control:
a. Sales Planning Sales Forecasting & Budgeting, Sales Quotas and Targets.
b. Sales Control: Reporting Formats for Primary and Secondary Sales, Monthly Sales Plan, Territory Sales
and
Coverage Plan, Daily Sales Call Report, Expired Goods and Breakage Return Report, Fortnightly Sales
Review
Report, Order Booking Report, Monthly and Quarterly Sales Report.
c. Sales Audit: Sales Force Productivity Indicators (Value and Volume); Territory Productivity, per Person
per
Month Productivity, Sales to Marketing Expenses Ratio. (7+2+2)
4. Distribution Management:
a. Distribution Management: Introduction, need and scope of distribution channels; Marketing channels
strategy; Levels of channels; Designing Channels; Selection and Recruitment of Channel Partners;
Channel
Conflicts; Techniques to resolve channel conflicts; Emergent changes in service level expectations from
channel members, Distribution of services and industrial products
b. Channel Management Decisions; Channel policies, Concept of Vertical Marketing System (VMS) and
Horizontal Marketing System (HMS)
c. Channel Information System: Meaning, purpose, Developing channel information system, Elements of Channel Information System, Channel performance evaluation criteria
d. Franchising: Significance and importance of Franchisee in Channel Decision; Advantages of Franchisee; Process of appointment of Franchisee; Franchisor-Franchisee relationship. ROI calculation at Dealer Level. (7+2+2)
5. Wholesaling, Retailing & Logistics Management:
a. Wholesaling: Meaning, functions, classification of wholesalers, Major wholesaling activities and decisions, Challenges faced due to Omni channel and Multichannel systems.
b. Retailing: Meaning, Types of Retailers and retailing formats, Retail strategies, E-Tailing: Structure and Developments in E-tailing, Advantages & Disadvantages of E-Tailing.
c. Concept & scope of logistics, Reverse Logistics 3PLand 4PL partners in distribution, Components of logistics – warehousing decisions, Transportation decision, Inventory management decisions: Concept of EOQ, ROP, JIT, online inventory management.
d. Concept and scope of Supply chain management, Components of Supply Chain Management. (7+2+2)