Sales & Distribution Management
PGDBA Program

Overview

Sales refer to the exchange of goods/ commodities against money or service. It is the only revenue generating function in an organization. It has formed an important part in business throughout history. Distribution is the process of making a product or service available for use or consumption to the end consumer or business.

 

Introduction to Sales & Distribution Management

Personal Selling: Preparation & Process

Planning, Sales, Forecasting & Budgeting

Management of Sales Territories & Quotas

Organizing & Staffing the Salesforce

Training, Motivating, Compensating & Leading the Salesforce

Controlling the Salesforce

Distribution Management & Marketing Mix

Marketing Channels

Channel Institutions – Retailing

Channel Institutions – Wholesaling

Designing Channel Systems

Channel Management

Channel Information Systems

International Sales & Distribution Management

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E: 405/2015-CO/L | M: 406/2015-CO/L

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