Sales and Distribution Management  SOLVED PAPERS AND GUESS

Product Details: Rohtak   UNIVERSITY Sales and Distribution Management

Format: BOOK

Pub. Date: NEW EDITION APPLICABLE FOR Current EXAM

Publisher: MEHTA SOLUTIONS

Edition Description: 2021-22

RATING OF BOOK: EXCELLENT

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If you find yourself getting fed up and frustrated with other Rohtak   UNIVERSITY book solutions now mehta solutions brings top solutions for Rohtak   UNIVERSITY Sales and Distribution Management REPORT book contains previous year solved papers plus faculty important questions and answers specially for Rohtak   UNIVERSITY .questions and answers are specially design specially for Rohtak   UNIVERSITY students .

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Sales and Distribution Management

UNIT-I
Sales Management: Role of Sales Management in Marketing, Nature and Responsibilities of Sales Management, Modern Roles and Required Skills for Sales Managers. Theories of Selling. Sales Planning: Importance,
approaches and process of sales planning; Sales forecasting; Sales budgeting. Sales Organization: Purpose, principles and process of setting up a sales organization; Sales organizational structures; Field sales organization; determining size of sales force.
UNIT-II
Territory Management: Need, procedure for setting up sales territories; Time management; Routing. Sales Quotas: Purpose, types of quotas, administration of sales quotas. Managing the Sales-force: Recruitment, selection, training, compensation, motivating and leading the sales-force; Sales meetings and contests.
UNIT-III
Control Process: Analysis of sales, costs and profitability; Management of sales expenses; evaluating sales force performance; Ethical issues in sales management.
UNIT-IV
Distribution Channels: Role of Distribution Channels, Number of Channels, Factors Affecting Choice of Distribution Channel, Channel Behaviour and Organization, Channel Design Decision; Channel Management
Decisions; Distribution Intensity; Partnering Channel Relationship.