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Syllabus of Sales Distribution Management with Detail Explanation About the Theories

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Sales and Distribution Management
Program Credit Course Code : PGPM : 3 : SL MM 606 Class of Sessions : 2012 : 30

Objective
To make the student aware of issues related to sales force management focusing on ―selling‖ as a tool of Marketing Communication. The study of Channel Management offers an appreciation of logistics of information and goods, and exposes students to the types of systems required to optimize organizational efficiency through this function.
Learning Objective: The aim is to prepare students to manage sales and channel teams for different types of selling, with the purpose of enhancing value based output and productivity Learning Outcomes:

REFERENCE BOOKS Sales Management - Decisions, Strategies and Cases. 5ed Marketing Channels: A Relationship Approach Sales & Distribution Management Sales Management Sales and Distribution Management – Text & Cases Retailing Management – Text & Cases, 2 nd AUTHOR / PUBLICATION Richard R Still, Edward W Cundiff, Norman A, P Govoni- PCI Coughlan, 7th ed IUP Panda / Sahadev Havaldar / Cavale. Tata Mcgraw Hill - 2007 Pradhan, Swapna. Tata McGraw-Hill - 2006

e

Faculty teaching the subject in all PGPM Campuses should refer Articles, Journals, Websites.

Detailed Syllabus Introduction: Emerging Trends in S & D, Linking S & D Role & Responsibility of Sales person: - Cross Functional Linkages, Types of selling, Value Proposition, Lifetime Customer Value Creation- Key Accounts Management. Selling Skills: Communication, body language, listening skills, conflict management, negotiation. Personal Selling : The process Prospects, pre-approach & Approach, Presentations, Objections, Close - A Promotion Mix Element - Diversity of Personal Selling
Detailed Syllabus – The Class of 2012

17 Third Semester

Situation - Theories of Selling

The Sales Effort: Planning: Sales Forecasting – overview of...

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