# Sales and Distribution Management

- Institution: IIT Kharagpur
- Department: Management
- Teacher: Prof. Sangeeta Sahney
- Level: Undergraduate
- Language: English
- Subjects: Business and management
- Source: [NPTEL](https://nptel.ac.in/courses/110105122)
- Licence: [CC BY-NC-SA](https://nptel.ac.in/faq) (Non-commercial use only.)
- Syllabus: [at the source](https://nptel.ac.in/courses/110105122)
- Who can watch: Tweens profiles and older (sources give no ratings; placed by Invisible Network from the source's own words)

## Lectures

1. [Lecture 01 : Introduction to Sales Management](https://invisiblenetwork.ai/learn/nptel/110105122/f99af66b2ebf) (Video)
2. [Lecture 02 : Sales Management, Personal Selling, and Salesmanship](https://invisiblenetwork.ai/learn/nptel/110105122/489ec33e75f7) (Video)
3. [Lecture 03 : Functions of Sales Executive and Roles played by Sales Managers](https://invisiblenetwork.ai/learn/nptel/110105122/03a9d68ee141) (Video)
4. [Lecture 04 : Duties and Responsibilities of Sales Managers and the Effective Sales Executive](https://invisiblenetwork.ai/learn/nptel/110105122/4ef7552cca92) (Video)
5. [Lecture 05 : Skills required in Sales Managers and Qualities in a Sales Managers](https://invisiblenetwork.ai/learn/nptel/110105122/a3745d81284d) (Video)
6. [Lecture 06: Determining Sales related Marketing Policies](https://invisiblenetwork.ai/learn/nptel/110105122/05b8e8134f86) (Video)
7. [Lecture 07 : Determining Sales related Marketing Policies](https://invisiblenetwork.ai/learn/nptel/110105122/097678e6f541) (Video)
8. [Lecture 08: Strategic Planning, Sales Objectives, Strategies and Tactics](https://invisiblenetwork.ai/learn/nptel/110105122/423402491b10) (Video)
9. [Lecture 09: The Sales Organization](https://invisiblenetwork.ai/learn/nptel/110105122/1d88ea9792ee) (Video)
10. [Lecture 10: The Sales Organization](https://invisiblenetwork.ai/learn/nptel/110105122/17d38cb7d773) (Video)
11. [Lecture 11 :The Sales Department Relations](https://invisiblenetwork.ai/learn/nptel/110105122/dc08df09768e) (Video)
12. [Lecture 12 : The Sales Department Relations](https://invisiblenetwork.ai/learn/nptel/110105122/9952fd09cb98) (Video)
13. [Lecture 13 : Planning, Sales forecasting and Budgeting](https://invisiblenetwork.ai/learn/nptel/110105122/e573035e297a) (Video)
14. [Lecture 14 : Planning, Sales forecasting and Budgeting](https://invisiblenetwork.ai/learn/nptel/110105122/24ecb8f7b4b0) (Video)
15. [Lecture 15 : Planning, Sales forecasting and Budgeting](https://invisiblenetwork.ai/learn/nptel/110105122/43f466248154) (Video)
16. [Lecture 16: Buyer-Seller Dyads](https://invisiblenetwork.ai/learn/nptel/110105122/8453eeb1aa85) (Video)
17. [Lecture 17: Diversity of Personal-Selling Situations](https://invisiblenetwork.ai/learn/nptel/110105122/0772513e68e6) (Video)
18. [Lecture 18: Theories of Selling](https://invisiblenetwork.ai/learn/nptel/110105122/6cccc2901ed7) (Video)
19. [Lecture 19: Theories of Selling](https://invisiblenetwork.ai/learn/nptel/110105122/e7bd2b3f490b) (Video)
20. [Lecture 20: The Selling Process](https://invisiblenetwork.ai/learn/nptel/110105122/b3ba35ec7c07) (Video)
21. [Lecture 21 : The Selling Process](https://invisiblenetwork.ai/learn/nptel/110105122/94ce901a9a93) (Video)
22. [Lecture 22 : Sales Force Management: Job Analysis](https://invisiblenetwork.ai/learn/nptel/110105122/509fed95beb7) (Video)
23. [Lecture 23: Sales Force Management: Recruitment](https://invisiblenetwork.ai/learn/nptel/110105122/4475ca4bd087) (Video)
24. [Lecture 24: Sales Force Management: Selection](https://invisiblenetwork.ai/learn/nptel/110105122/3457a59b469f) (Video)
25. [Lecture 25: Sales Force Management: Training](https://invisiblenetwork.ai/learn/nptel/110105122/bdd008ba30d5) (Video)
26. [Lecture 26 : Sales Force Management: Training](https://invisiblenetwork.ai/learn/nptel/110105122/5db6668c5bf1) (Video)
27. [Lecture 27 : Sales Force Management: Motivation](https://invisiblenetwork.ai/learn/nptel/110105122/403d0e6ca970) (Video)
28. [Lecture 28 : Sales Force Management: Compensation](https://invisiblenetwork.ai/learn/nptel/110105122/06ad74b98d36) (Video)
29. [Lecture 29 : Sales Force Management: Managing Expenses of Sales Personnel](https://invisiblenetwork.ai/learn/nptel/110105122/d1ede2b8b10b) (Video)
30. [Lecture 30 : Sales Force Management: Evaluation](https://invisiblenetwork.ai/learn/nptel/110105122/9e6c1b29a1f1) (Video)
31. [Lecture 31 : Sales Force Management: Evaluation](https://invisiblenetwork.ai/learn/nptel/110105122/c1c210adbcd1) (Video)
32. [Lecture 32 : Sales Quotas](https://invisiblenetwork.ai/learn/nptel/110105122/16bdd33f8f82) (Video)
33. [Lecture 33 : Sales Quotas](https://invisiblenetwork.ai/learn/nptel/110105122/0433847ec8b4) (Video)
34. [Lecture 34 : Sales Territory](https://invisiblenetwork.ai/learn/nptel/110105122/6ce533abc468) (Video)
35. [Lecture 35 : Sales Territory](https://invisiblenetwork.ai/learn/nptel/110105122/9e91282494f0) (Video)
36. [Lecture 36 : Distribution Channel Management: Distribution Channels: Part I](https://invisiblenetwork.ai/learn/nptel/110105122/4b1b331c1b1a) (Video)
37. [Lecture 37 : Distribution Channel Management: Distribution Channels: Part II](https://invisiblenetwork.ai/learn/nptel/110105122/2e6d184649cc) (Video)
38. [Lecture 38 : Channel Systems, Channel Management, Logistics and Marketing Channels: Part I](https://invisiblenetwork.ai/learn/nptel/110105122/d484ba20b98f) (Video)
39. [Lecture 39 : Channel Systems, Channel Management, Logistics and Marketing Channels: Part II](https://invisiblenetwork.ai/learn/nptel/110105122/e3c449392dbf) (Video)
40. [Lecture 40 : International Sales and Channel Management](https://invisiblenetwork.ai/learn/nptel/110105122/43ac37e5c090) (Video)
41. [Live Session 09-03-2021](https://invisiblenetwork.ai/learn/nptel/110105122/f99af66b2ebf-2) (Video)
42. [Live Session 06-04-2021](https://invisiblenetwork.ai/learn/nptel/110105122/489ec33e75f7-2) (Video)
43. [Live Session 14-03-2022](https://invisiblenetwork.ai/learn/nptel/110105122/03a9d68ee141-2) (Video)
44. [Live Session 04-08-2022](https://invisiblenetwork.ai/learn/nptel/110105122/4ef7552cca92-2) (Video)
45. [Live Session 15-03-2024](https://invisiblenetwork.ai/learn/nptel/110105122/a3745d81284d-2) (Video)
46. [Live Session 04-04-2024](https://invisiblenetwork.ai/learn/nptel/110105122/05b8e8134f86-2) (Video)
47. [Live Session 04-03-2025](https://invisiblenetwork.ai/learn/nptel/110105122/097678e6f541-2) (Video)
48. [Live Session 01-04-2025](https://invisiblenetwork.ai/learn/nptel/110105122/423402491b10-2) (Video)