Syllabus For The Subject Sales & Distribution Management

SALES & DISTRIBUTION MANAGEMENT

DISTRIBUTION

1.       The Role of Distribution Channels in the Marketing Plan

2.       Finding, Evaluating and Effective Utilization of Channels of Distribution

3.       Overall Motivation Distribution Channels

4.       Number and Attendant Costs of Distribution Channels

5.       Managing of Marketing Channels

SALES MANAGEMENT

6.       Introduction of Sales Management

7.       Sales Organization

8.       Sales Operation

9.       Sales Planning

10.   Sales Analysis and Evaluation

11.   Emerging Challenges