Your roadmap · आपका रोडमैप
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Admission & first meetingप्रवेश और पहली मुलाकातEnquire at your nearest NDSS centre, meet the teacher, fix the batch time and get your study material.
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Part 1 of the syllabusपाठ्यक्रम भाग 1Unit-wise coaching with notes and doubt classes.
Unit 1: Sales Management & Personal SellingUnit 2: Sales Planning & OrganisationUnit 3: Managing the Sales Force
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Part 2 of the syllabusपाठ्यक्रम भाग 2Unit-wise coaching with notes and doubt classes.
Unit 4: Distribution ChannelsUnit 5: Logistics & Supply Chain
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Unit tests & assignmentsयूनिट टेस्टRegular tests in the university / board pattern.
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Semester 3 exam (university / board)विश्वविद्यालय / बोर्ड परीक्षाPrevious papers and full revision before the exam.
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Online tests & resultऑनलाइन टेस्ट और रिज़ल्टTake the tests online; your marks and result show in your student login and at the centre.
Syllabus · पाठ्यक्रम
1 subject · 5 chapters · 27 topics
01Unit 1: Sales Management & Personal Selling
5 topics+
- Nature, objectives and functions of sales management
- Personal selling: types of sales jobs
- Selling process: prospecting, pre-approach, approach, presentation, objection handling, closing, follow-up
- Selling theories: AIDAS, buying formula
- Consultative and relationship selling
02Unit 2: Sales Planning & Organisation
6 topics+
- Sales forecasting methods
- Sales budget
- Sales territories: design and allocation
- Sales quotas: types and setting
- Sales organisation structures
- Sales force size: workload method
03Unit 3: Managing the Sales Force
5 topics+
- Recruitment and selection of sales people
- Sales training
- Motivation and leadership
- Compensation: salary, commission, combination plans
- Evaluation and control of sales performance
04Unit 4: Distribution Channels
6 topics+
- Channel functions and channel levels
- Types of intermediaries: wholesalers, retailers, agents, C&F
- Channel design: intensive, selective, exclusive distribution
- Vertical marketing systems
- Channel conflict and its management
- Omni-channel and e-commerce distribution
05Unit 5: Logistics & Supply Chain
5 topics+
- Marketing logistics: objectives
- Order processing
- Warehousing and inventory
- Transportation modes
- Supply chain integration and technology
About this course
You will be able to
- Explain the objectives and functions of sales management and the personal selling process
- Plan sales organisation, territories, quotas and the size of the sales force
- Recruit, train, motivate, compensate and evaluate sales people
- Design distribution channels and manage channel conflict and relationships
- Explain logistics decisions: order processing, warehousing, inventory and transport
- Use sales forecasting methods and sales analytics
Who it is for
- MBA students of Semester 3 (AKTU) - Marketing specialisation
- Students aiming at FMCG, pharma, banking and consumer durable sales careers
What you need
- Marketing Management (Semester 1 / 2) completed
- Basic arithmetic for quota and sales-force calculations
Online tests & result
Practice and unit tests online; marks and result show in your student login and at the centre.
Student login →
Questions
Which syllabus is followed?
The AKTU (Dr. A.P.J. Abdul Kalam Technical University, Lucknow) MBA syllabus of Sales & Distribution Management (Semester 3). If your own university's syllabus differs, the centre follows your university syllabus and units.
Are field sales skills practised?
Yes. Role plays on approaching a customer, handling objections and closing are done along with the theory.
How will I be tested?
Unit-wise MCQ tests and a final paper at semester level, plus practice on short and long answer questions from previous university papers.
