BBA-404 Sales and Distribution Management

Unit 1 (book)
Sales Management, Evolution
Objectives of Sales Management Positions
Functions of Sales executives
Sales executives Relation with other executives

Unit 2 (book)
Sales Organisation and Relationship
Purpose of Sales organization
Types of Sales Organization Structures
Sales Department External Relations
Sales Department Distributive Network Relations

Unit 3 (book)
Salesmanship
Theories of Personal Selling
Types of Sales executives
Qualities of Sales executives
Sales Prospecting, Pre-approach and Post-approach
Organizing Display, Showroom and Exhibition

Unit 4 (book)
Distribution Network Management
Types of Marketing Channels
Factors affecting the choice of Distribution Channel
Types of Middleman and their Characteristics
Concept of Physical Distribution System

Unit 5 (book)
Sales Force Management
Recruitment and Selection
Sales Training
Sales Compensation
Sales force Leadership
Sales force Controlling and Motivation