SALES AND DISTRIBUTION MANAGEMENT
SOLVED PAPERS AND GUESS SOLVED PAPERS AND GUESS
Product Details: Amity university bba SALES AND DISTRIBUTION MANAGEMENT SOLVED PAPERS AND GUESS
Pub. Date: NEW EDITION APPLICABLE FOR Current EXAM
Publisher: MEHTA SOLUTIONS
Edition Description: 2021-22
RATING OF BOOK: EXCELLENT
ABOUT THE BOOK
FROM THE PUBLISHER
If you find yourself getting fed up and frustrated with other Ammty university book solutions now mehta solutions brings top solutions for Amity university bba SALES AND DISTRIBUTION MANAGEMENT SOLVED PAPERS AND GUESS book contains previous year solved papers plus faculty important questions and answers specially for Amity university .questions and answers are specially design specially for Ammty university students .
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Module I: Introduction
Concept, Objectives and functions of Sales Management Evolution of Sales Management Nature and Role of Sales Manager’s Job The Personal Selling Process Emerging Trends in Sales Management- Vendor Management, ERP, Sales Automation System. New Means of
Selling.
Module II: Sales Organisation and control
Purpose of Sales Organisation, setting sales organisation, Types of sales organization structures. Coordinating selling function with other marketing activities, Sales Territory: Concept and process of devising sales territories. Sales forecasting and Sales Potential,
Sales Forecasting Techniques Sales Budget: Purpose and Procedure Sales Quotas: Concept and types.
Module III: Managing Sales Force
Concepts of sales force management: Recruitment and Selection of sales personnel. Sales Training: Areas of sales training: Company specific knowledge, product knowledge, industry and market trend knowledge, and customer education. Compensating and
motivating sales force. Routing and scheduling of sales force. Sales audit
Module IV: Distribution Channel Strategy
Distribution Channels: Concept, Functions and Types. Distribution channel strategy and features of effective channel design. Channel Conflict: Concept and stages, conflict
management International distribution strategy
Module V: Logistics and Supply Chain Management
Definition & scope of logistics, Components of logistics. Inventory management decisions: Concept of EOQ, ROP, JIT, online inventory management Out bound Logistics: Transportation decision, location and warehousing decisions Concept and scope of Supply
chain management. Components of Supply Chain Management.
