BSS Business School
BSS Diploma in Sales
& Distribution Management
Sales
& Distribution Management I : Introduction,
The sales organization, Sales functions and policies, Personal
selling, International sales management; Planning the sales effort,
Sales planning, Sales budgets, Estimating market potential and
forecasting sales, Sales quotas, Sales and cost analysis; Organizing
and directing the sales efforts, Hiring and training sales
personnel, Time and territory management, Compensating sales
personnel, Motivating the sales force, Leading the sales force,
Evaluating sales force performance.
Sales
& Distribution Management II : Distribution
management, Marketing logistics, Marketing channels, Channel
integration, Channel management; Channel control, Evaluating channel
performance, Managing channel conflicts, Channel information
systems; Channel institutions & future trends, Wholesaling,
Retailing, Ethical and social issues in sales & distribution
management.
|