Sales & Distribution Management (MBA)

Sales force management, selling process, distribution channels, logistics and channel management.

6 MonthsDuration 5Chapters27Topics

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Syllabus · पाठ्यक्रम

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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

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

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.