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HMM 402 Sales and Distribution Students

This document outlines the units and topics covered in the HMM 402: Sales and Distribution Management course. The course is divided into 5 units that cover key concepts in sales management including personal selling strategies, sales force organization and management, sales forecasting, and distribution and channel management. Unit topics include sales planning and budgeting, recruiting and training sales personnel, evaluating sales force performance, managing marketing channels and intermediaries, and assessing channel performance. References for additional reading on sales and distribution management are also provided.

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Rajput Divyapratap Singh Chauhan
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62 views1 page

HMM 402 Sales and Distribution Students

This document outlines the units and topics covered in the HMM 402: Sales and Distribution Management course. The course is divided into 5 units that cover key concepts in sales management including personal selling strategies, sales force organization and management, sales forecasting, and distribution and channel management. Unit topics include sales planning and budgeting, recruiting and training sales personnel, evaluating sales force performance, managing marketing channels and intermediaries, and assessing channel performance. References for additional reading on sales and distribution management are also provided.

Uploaded by

Rajput Divyapratap Singh Chauhan
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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HMM 402: Sales and Distribution Management

L T P: 4-0-0 Credits : 4

UNIT 1: (8)
Introduction to sales management and sales organization, Sales function & policies, Personal
selling - nature, scope & objectives, Formulating Personal selling strategy, Planning the Sales
Effort - Sales planning and Budgeting
UNIT 2: (8)
Organizing and directing the sales Force - Recruiting and training sales personnel, Estimating
Market Potential and Sales forecasting, Setting the sales territory & quotas, Sales and cost
Analysis.
UNIT 3: (8)
Designing& compensating sales Personnel, Motivating and Leading the sales force,
Evaluating and controlling sales force performance, functions of sales manager
UNIT 4: (8)
Distribution Management - Managing marketing logistics & channels, Channel Integration -
VMS, HMS, Channel Management, and Marketing channel Policies & legal issue, Logistics
of Distribution; Channel Planning, Organisational Patterns in Marketing Channels
UNIT 5: (8)
Overview of Marketing Channels, their Structure, Functions and Relationships; Channel
Intermediaries - Wholesaling and Retailing;; Managing Marketing Channels; Marketing
Channel Policies and Legal Issues; Information System and Channel Management; Assessing
Performance of Marketing Channels.
References:
Sales and Distribution Management, Tapan K Panda, Sunil Sahadev, Oxford
University Press, 2005
Fumdamentals of Sales and Distribution, DuttaBholanath, I.K. International
Publishing House Pvt Ltd,2011.
Sales and Distribution Management, Prof.N.H.Mullick,Enkay Publishing House,2011.

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