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MBA THIRD SEMESTER
BUM-E-316
Specialization Marketing Management
Title: Sales and Distribution Management
Course : BUM-E-316 Sales and Distribution Management 100 4 4 0 0 4

(Max. Hour- 15)
UNIT – I Introduction: definition, objectives, Functions and Classification of Sales Management.
The Sales Organization: Purpose, Principles and Policies of Sales Organization, Setting up of the Sales Organization, Typical Sales Organization Structure.

First Mid Semester Examination Contents Date of Exams. Maximum Marks
Unit One Only 22-24 Aug. 2013 12 Marks
(Max. Hour- 15)
UNIT – II Management of Sales Force: Recruiting and Selecting Sales Personnel, Developing and Conducting Sales Training Programmes, Designing and Administering Compensation Plans, Supervision of Salesman, Motivating Sales Personnel, Sales meetings and contests.

Second Mid Semester Examination Contents Date of Exams. Maximum Marks
Unit Two Only 01-03 Oct. 2013 13 Marks
(Max. Hour- 30)
UNIT – III Sales Forecasting, Methods, Designing Territories and allocating Sales efforts, objectives and quotas for Sales Personnel, Developing and managing Sales evaluation programme.
UNIT – IV Distribution: Overview of Marketing Channels, their Structure, Functions and Relationships; Channel Intermediaries- Wholesaling and Retailing; Logistics of Distribution; Channel Planning, Organizational Patterns in Marketing Channels; Managing Marketing Channels; Marketing Channel Policies and Legal issues; Information System and Channel Management; Assessing Performance of Marketing Channels; International Marketing Channels.