Sales and Distribution Management (Sem 5, BBA Nagpur Univ)

We have great pleasure in presenting First edition “Sales and Distribution Management” written for students of UG courses. The related matters are written in a simple and easily understandable.

This volume is an attempt to provide the students with thorough understanding of Sales and Distribution Management. We have presented the subject matter in a systematic manner with liberal use of charts and diagrams where ever necessary so as to make it interesting and sustain students’ interest.

Contents –

Unit – 1 Sales Management
Introduction
Sales Management
Nature of Sales Management
Importance of Sales Management
Objectives of Sales Management
Establishing a Sales Force
Setting Goals
Performance Measures
Management by Objectives
Review Questions
Bibliography

Unit – 2 Personal Selling
Introduction
Concept of Personal Selling
Nature of Personal Selling
Objectives of Personal Selling
Personal Selling Process
Personal Selling Model
AIDAS Theory
Sales Funnel
Review Questions
Bibliography

Unit – 3 Distribution Management
Introduction
Concept of Physical Distribution
Participants in Physical Distribution
Components of Distribution
Material Handling
Storage
Warehousing
Transportation
Information Tracking
Review Questions
Bibliography

Unit – 4 Channel Management
Introduction
Marketing Channels
Nature of Marketing Channels
Functions of Marketing Channels
Types of Marketing Channels
Conventional Distribution Channel
Non-conventional Distribution Channel
Channel Conflicts
Review Questions
Bibliography

Examination Question Paper