{"id":15684,"date":"2025-06-17T14:54:31","date_gmt":"2025-06-17T14:54:31","guid":{"rendered":"https:\/\/zedex.co.in\/vipulp\/?post_type=product&p=15684"},"modified":"2025-06-17T14:54:39","modified_gmt":"2025-06-17T14:54:39","slug":"sales-and-distribution-management","status":"publish","type":"product","link":"https:\/\/zedex.co.in\/vipulp\/product\/sales-and-distribution-management\/","title":{"rendered":"Sales and Distribution Management"},"content":{"rendered":"

SYLLABUS<\/strong><\/h2>\n

(1)\u00a0 \u00a0 Introduction:<\/strong><\/h3>\n
    \n
  • Sales Management: <\/strong>Meaning, Role of Sales Department, Evolution of Sales Management. Interface of Sales with Other Management Functions. Qualities of a Sales Manager. Sales Management: Meaning, Developments in Sales Management-Effectiveness to Efficiency, Multidisciplinary Approach, Internal Marketing, Increased Use of Internet, CRM, Professionalism in Selling. Structure of Sales Organization \u2013 Functional, Product Based, Market Based, Territory Based, Combination or Hybrid Structure.<\/li>\n
  • Distribution Management: <\/strong>Meaning, Importance, Role of Distribution, Role of Intermediaries, Evolution of Distribution Channels.<\/li>\n
  • Integration of Marketing, Sales and Distribution.<\/strong><\/li>\n<\/ul>\n

    (2)\u00a0\u00a0\u00a0\u00a0 Market Analysis and Selling:<\/strong><\/h3>\n
      \n
    • Market Analysis: <\/strong>Market Analysis and Sales Forecasting, Methods of Sales Forecasting. Types of Sales Quotas \u2013 Value Quota, Volume Quota, Activity Quota, Combination Quota. Factors Determining Fixation of Sales Quota. Assigning Territories to Salespeople.<\/li>\n
    • Selling: <\/strong>Process of Selling, Methods of Closing a Sale, Reasons for Unsuccessful Closing. Theories of Selling \u2013 Stimulus Response Theory, Product Orientation Theory, Need Satisfaction Theory. Selling Skills \u2013 Communication Skill, Listening Skill, Trust Building Skill, Negotiation Skill, Problem Solving Skill, Conflict Management Skill. Selling Strategies \u2013 Softsell Vs. Hardsell Strategy, Client Centered Strategy, Product-Price Strategy, Win-Win Strategy, Negotiation Strategy. Difference Between Consumer Selling and Organizational Selling. Difference Between National Selling and International Selling.<\/li>\n<\/ul>\n

      (3)\u00a0\u00a0\u00a0\u00a0 Distribution Channel Management: <\/strong><\/h3>\n

      Management of Distribution Channel \u2013 Meaning & Need. Channel Partners- Wholesalers, Distributors and Retailers & their Functions in Distribution Channel, Difference Between a Distributor and a Wholesaler. Choice of Distribution System \u2013 Intensive, Selective, Exclusive. Factors Affecting Distribution Strategy \u2013 Locational Demand, Product Characteristics, Pricing Policy, Speed or Efficiency, Distribution Cost. Factors Affecting Effective Management Of Distribution Channels: Channel Design. Channel Policy. Channel Conflicts: Meaning, Types \u2013 Vertical, Horizontal, Multichannel, Reasons for Channel Conflict. Resolution of Conflicts: Methods \u2013 Kenneth Thomas\u2019s Five Styles of Conflict Resolution. Motivating Channel Members. Selecting Channel Partners. Evaluating Channels. Channel Control.<\/p>\n

      (4)\u00a0\u00a0\u00a0\u00a0 Performance Evaluation, Ethics and Trends:\u00a0\u00a0<\/strong><\/h3>\n
        \n
      • Evaluation and Control of Sales Performance: <\/strong>Sales Performance \u2013 Meaning. Methods of Supervision and Control of Sales Force. Sales Performance Evaluation Criteria \u2013 Key Result Areas (KRAs). Sales Performance Review. Sales Management Audit.<\/li>\n
      • Measuring Distribution Channel Performance: <\/strong>Evaluating Channels- Effectiveness, Efficiency and Equity. Control of Channel \u2013 Instruments of Control \u2013 Contract or Agreement, Budgets and Reports, Distribution Audit.<\/li>\n
      • Ethics in Sales Management.<\/strong><\/li>\n
      • New Trends in Sales and Distribution Management.<\/strong><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"

        TYBMS — SEMESTER – V<\/h3>\n

        Author: N. G. Kale<\/h2>\n

        \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0 \u00a0M. Ahmed<\/h2>\n

        SEVENTH REVISED EDITION 2024<\/h2>\n","protected":false},"featured_media":14827,"comment_status":"closed","ping_status":"closed","template":"","meta":[],"product_brand":[],"product_cat":[1049,1092,1063,1062],"product_tag":[],"class_list":{"0":"post-15684","1":"product","2":"type-product","3":"status-publish","4":"has-post-thumbnail","6":"product_cat-bms-b-com-ms","7":"product_cat-elective-marketing-semester-v-t-y-bms","8":"product_cat-semester-v-t-y-bms","9":"product_cat-t-y-bms","11":"first","12":"instock","13":"shipping-taxable","14":"purchasable","15":"product-type-simple"},"acf":[],"_links":{"self":[{"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/product\/15684","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/product"}],"about":[{"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/types\/product"}],"replies":[{"embeddable":true,"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/comments?post=15684"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/media\/14827"}],"wp:attachment":[{"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/media?parent=15684"}],"wp:term":[{"taxonomy":"product_brand","embeddable":true,"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/product_brand?post=15684"},{"taxonomy":"product_cat","embeddable":true,"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/product_cat?post=15684"},{"taxonomy":"product_tag","embeddable":true,"href":"https:\/\/zedex.co.in\/vipulp\/wp-json\/wp\/v2\/product_tag?post=15684"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}