BM650H - Sales and Distribution Management

Course Content / Syllabus:

Introduction to Distribution Channel Management; Retailing & Wholesaling; Channel Design; Channel Management Power, Conflict & Motivation; Introduction to Sales Management; The Selling Process; Sales Force Management Sales Force Recruitment and Selection; Sales-force Management Sales Strategy; Sales Territory & Quota Allocation; Forecasting Sales; Estimating Demand; Sales force motivation and leadership.

Books

Havaldar, K. K., & Cavale, V. M., Sales and Distribution Management: Text and Cases, 3rd Edition, McGraw Hill Education, 2017.
Panda, T. K., & Sahadev, S., Sales and distribution management, 2nd edition, Oxford University Press, 2011.

Indian Institute of Technology Guwahati

Proposal for a New Course