Course11010512248 lectures
Sales and Distribution Management
Prof. Sangeeta Sahney · IIT Kharagpur
Lectures
WEEK 1
- Lecture 01 : Introduction to Sales Management
- Lecture 02 : Sales Management, Personal Selling, and Salesmanship
- Lecture 03 : Functions of Sales Executive and Roles played by Sales Managers
- Lecture 04 : Duties and Responsibilities of Sales Managers and the Effective Sales Executive
- Lecture 05 : Skills required in Sales Managers and Qualities in a Sales Managers
WEEK 2
- Lecture 06: Determining Sales related Marketing Policies
- Lecture 07 : Determining Sales related Marketing Policies
- Lecture 08: Strategic Planning, Sales Objectives, Strategies and Tactics
- Lecture 09: The Sales Organization
- Lecture 10: The Sales Organization
WEEK 3
- Lecture 11 :The Sales Department Relations
- Lecture 12 : The Sales Department Relations
- Lecture 13 : Planning, Sales forecasting and Budgeting
- Lecture 14 : Planning, Sales forecasting and Budgeting
- Lecture 15 : Planning, Sales forecasting and Budgeting
WEEK 4
- Lecture 16: Buyer-Seller Dyads
- Lecture 17: Diversity of Personal-Selling Situations
- Lecture 18: Theories of Selling
- Lecture 19: Theories of Selling
- Lecture 20: The Selling Process
WEEK 5
- Lecture 21 : The Selling Process
- Lecture 22 : Sales Force Management: Job Analysis
- Lecture 23: Sales Force Management: Recruitment
- Lecture 24: Sales Force Management: Selection
- Lecture 25: Sales Force Management: Training
WEEK 6
- Lecture 26 : Sales Force Management: Training
- Lecture 27 : Sales Force Management: Motivation
- Lecture 28 : Sales Force Management: Compensation
- Lecture 29 : Sales Force Management: Managing Expenses of Sales Personnel
- Lecture 30 : Sales Force Management: Evaluation
WEEK 7
- Lecture 31 : Sales Force Management: Evaluation
- Lecture 32 : Sales Quotas
- Lecture 33 : Sales Quotas
- Lecture 34 : Sales Territory
- Lecture 35 : Sales Territory
WEEK 8
- Lecture 36 : Distribution Channel Management: Distribution Channels: Part I
- Lecture 37 : Distribution Channel Management: Distribution Channels: Part II
- Lecture 38 : Channel Systems, Channel Management, Logistics and Marketing Channels: Part I
- Lecture 39 : Channel Systems, Channel Management, Logistics and Marketing Channels: Part II
- Lecture 40 : International Sales and Channel Management
Live Session
Syllabus and materials
At NPTEL, as the course publishes them.
Credits and licence
- Institution
- IIT Kharagpur
- Department
- Management
- Teacher
- Prof. Sangeeta Sahney
- Level
- Undergraduate
- Language
- English
- Subjects
- Business and management
- Source
- NPTEL
- Licence
- CC BY-NC-SA, as NPTEL states it. Non-commercial use only. NPTEL's terms
- Attribution
- NPTEL states: "Distributed under Creative Commons Attribution-ShareAlike / CC BY - NC - SA", beside a BY-NC-SA badge.
- Who can watch
- NPTEL gives no rating. Invisible Network shows it to Tweens profiles and older, judged from what the source says about it. How courses are placed
More like this
NPTEL110105073
Course
Strategic Communication for Sustainable Development
24 lectures · Video
NPTEL110105076
Course
Knowledge Management
40 lectures · Source's player
NPTEL110105081
Course
Corporate Social Responsibility
60 lectures · Source's player
NPTEL110105082
Course
Decision Modeling
40 lectures · Source's player
NPTEL110105083
Course
E-Business
60 lectures · Source's player
NPTEL110105094
Course
Industrial Safety Engineering
60 lectures · Source's player
NPTEL110105097
Course
Ethics in Engineering Practice
40 lectures · Source's player
NPTEL110105123
Course
Six Sigma
63 lectures · Source's player
NPTEL110105137
Course
Performance and Reward Management
63 lectures · Source's player
NPTEL110105139
Course
Intellectual Property Rights and Competition Law
43 lectures · Source's player
NPTEL110105140
Course
Patent Search for Engineers and Lawyers
40 lectures · Source's player
NPTEL110105145
Course
Customer Relationship Management
42 lectures · Source's player