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Sales and Distribution Process

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Sales and Distribution Process

Page 1 of 189
SALES MANAGEMENT
Every module consists of three to five units. Structure of a unit is as under:1) 2) 3) 4) 5) 6) 7) Introduction & objectives 2-5 sections Short answer questions(SAQ) Summary Keywords References Suggested readings

Module I- Sales Process and its Management 1) Introduction to sales management 2) Sales Process 3) Personal selling 4) Computer applications in sales management Module II- Selling Skills 5) Communication skills 6) Sales Presentation 7) Negotiation Skills 8) Retail communication Module III-People Issues in Sales management 9) Job analysis, recruitment & selection 10) Training the sales force 11) Compensation and motivation of sales force 12) Monitoring and performance evaluation 141 - 159 160 - 174 175 - 187 188 - 204 64 - 80 81 - 109 110 - 123 124 - 140 1 - 17 18 - 32 33 - 47 48 - 63

Module IV- Sales Organization and Planning 13) Sales Planning 14) Sales Organization 15) Sales forecasting and sales quotas 16) Sales Budgeting and control 205 - 218 219 - 235 236 - 249 250 - 261

UNIT 1 INTRODUCTION TO SALES MANAGEMENT
Structure 1.1 Introduction
Objectives

1.2 Marketing Approaches
1.2.1 Production Concept 1.2.2 Product concept 1.2.3 Selling Concept 1.2.4 Marketing Concept

1.3 Marketing and Sales
1.3.1 Good Selling Process 1.3.2 Sales approaches
1.3.2.1 Direct Sales 1.3.2.2 In-direct sales

1.3.3 Types of personal sales

1.4 Evolution of sales department 1.5 Components of the Marketing Mix 1.5.1 Personal Selling and Other Promotional Tools

1.6 Functions of the sales manager 1.7 Sales Management Model

1.8 Summary 1.9 Glossary/ Keywords 1.10 References 1.11 Suggested Readings 1.1 Introduction “Sales management” as the term implies means management of sales. Often it is considered synonymous with the management of personal sales. It involves an understanding of the effort that goes into the management of the sales force and the various processes of sales. Sales management initially was meant to be the direction...