FULLY SOLVED BOOK LASY 5 YEARS PAPERS SOLVED PLUS GUESS

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.