Sales and Distribution Management

Concepts Covered :
• What is Sales Management?
• Evolution of Sales Management
• Nature and Role of Sales Management
• Importance of Sales Management
• Emerging Trends in Sales Management

Keyword :
Sales management, nature and role, emerging trends

Concepts Covered :
• Concept of a Sales Job
• Changing Roles of the Sales Force
• Functions of Sales Executives
• Roles played by Sales Managers

Keyword :
Sales job, Roles, Functions, Sales management positions

Concepts Covered :
• Understanding the Duties and Responsibilities of Sales Managers
• The Effective Sales Executive
• Qualifications for Sales Executives

Keyword :
Duties and responsibilities of sales managers, Qualifications for sales executives

Concepts Covered :
• Skills of Successful Sales Managers
• Understanding Selling Skills
• Understanding Qualities of Sales Managers

Keyword :
Selling skills, Qualities of sales managers

Concepts Covered :
• Relationship among Sales Management, Personal Selling, and Salesmanship
• What is Selling?
• Difference between Selling and Marketing
• What is Personal Selling?
• What is Salesmanship?
• Relationship Marketing

Keyword :
Sales management, Personal selling, Salesmanship, Relationship marketing, Taxonomy in personal selling

Concepts Covered :
• Basics of Sales related Marketing Policies
• Understanding Marketing-Mix Policies: Product, Distribution and Price

Keyword :
Product related policies, Distribution related policies

Concepts Covered :
• Strategic Planning
• Sales Strategies
• Basics of Sales Objectives, Sales Strategies and Tactics
• Relationship between Sales Objectives, Sales Strategies and Tactics

Keyword :
Planning, Sales objectives, Sales strategies, Tactics

Concepts Covered :
• Meaning and Purpose of Sales Organizations
• Formations of Sales Organizations
• Sales Organization Structures
• Field sales organization

Keyword :
Sales organization structures

Concepts Covered :
• Meaning and Purpose of Sales Organizations
• Formations of Sales Organizations
• Sales Organization Structures
• Field sales organization

Keyword :
Sales organization structures

Concepts Covered :
• Basics of Sales related Marketing Policies
• Understanding Marketing-Mix Policies: Product, Distribution and Price

Keyword :
Pricing related policies

Concepts Covered :
• Interdepartmental Relationships and Coordination
• Personal Selling and other Marketing Activities
• Personal Selling and other Departments
• Relevance of Sales Department’s Relationships with others

Keyword :
Formal Coordination methods, Informal Coordination methods

Concepts Covered :
• Interdepartmental Relationships and Coordination
• Personal Selling and other Marketing Activities
• Personal Selling and other Departments
• Relevance of Sales Department’s Relationships with others

Keyword :
Personal Selling, Departments, External entities

Concepts Covered :
• Meaning of Sales Planning
• Characteristics of a Good or an Effective Sales Plan
• Meaning, Usage and Types of Sales Forecasts

Keyword :
Sales planning, Effective sales plans, sales forecasts

Concepts Covered :
• Sales Forecasting Approaches
• Sales Forecasting Methods
• Measures for Improving Sales Forecasting

Keyword :
Forecasting approaches, Top-down and Bottom-up approaches, Forecasting methods, Qualitative and Quantitative methods

Concepts Covered :
• Meaning and rationale behind preparing Sales Budget
• Content in a Sales Budget
• Estimating Budget Expenses
• Budgetary Procedure
• Methods used for deciding the Sales Budget

Keyword :
Sales budget, Budgetary procedure

Concepts Covered :
• Meaning of Buyer-Seller Dyads
• Model of Salesperson Buyer Dyadic Relationships

Keyword :
Buyer-Seller dyads, Model of ‘Salesperson-Buyer’ dyadic relationships

Concepts Covered :
• Diversity in Personal Selling Situations
• Categorization of Sales Positions
• Understanding various Sales Positions

Keyword :
Diversity, Personal selling situations, Sales positions

Concepts Covered :
• Theories of Selling
o AIDAS Theory of Selling
o Right Set of Circumstances Theory of Selling
o Buying Formula Theory of Selling

Keyword :
AIDAS, Right Set of Circumstances, Buying Formula Theory

Concepts Covered :
• Theories of Selling
o Behavioral Equation Theory
o SPIN Selling

Keyword :
Behavioral Equation, Situation Questions, Problem Questions, Implication Questions and Need-payoff Questions

Concepts Covered :
• Selling Process

Keyword :
Prospecting & Qualifying, Approach, Presentations Methods