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Session No. Coverage Of Topic(s) Source Pedagogy
UNIT 1 INTRODUCTION TO SALES AND DISTRIBUTION MANAGEMENT
1&2 Nature and importance of sales management, role and skills of modern sales managers Page 1.1 to 1.18 or 1 to 13, Krishna havaldar & Vasant Lecture /PPT Pg 25 Case 1.1 P.I Foods Ltd - Krishna Havaldar – TMGH book
3 Emerging trends in sales management, linking sales and distribution management Page No 1.11 to 1.18 or Pg 13 to 19 Krishna havaldar & Vasant Lecture
UNIT 2 PERSONAL SELLING PROCESS
4 The psychology in selling, sales knowledge Page No 2.1 to 2.6 or Pg 27 to 32 Krishna havaldar & Vasant Lecture/PPT
5 Sales Knowledge and sales related marketing policies Page No 2.6 to 2.8 or Pg 32to 34 Krishna havaldar & Vasant Lecture/PPT
6&7 The personal selling process Page No 2.9 to 2.29 or Pg 34 to 53 Krishna havaldar & Vasant Pg 151-142– Case 5.1 Electrical Product Co. Krishna Havaldar – TMGH book
UNIT 3 PLANNING, SALES FORECASTING AND BUDGETING
8 Strategic planning, Marketing and personal selling strategies Page No 3.1 to 3.5 or Pg 61 to 66 Krishna havaldar & Vasant Lecture
9 Sales Strategy, Sales forecasting methods Page No 3.5 to 3.20 or Pg 66 to 81 Krishna havaldar & Vasant Lecture
10 Sales forecasting methods Page No 3.7 to 3.20 or Pg 66 to 81 Krishna havaldar & Vasant Lecture/PPT
11 Sales budget Page No 3.21 to 3.24 or Pg 81 to 84 Krishna havaldar & Vasant Lecture
12 Case Presentation and discussion Pg 89 Case 3.1- AG Refrigerators Ltd- Krishna Havaldar TMGH book
UNIT 4 MANAGEMENT OF SALES TERRITORIES AND QUOTAS
13 Designing sales territory, assigning salespeople to territories Page No 4.1 to 4.9 or Pg 90 to 98 Krishna havaldar & Vasant Lecure/PPT
14 Managing territorial coverage Page No 4.9 to 4.12 or Pg 98 to 102 Krishna havaldar & Vasant Pg 116– Cases 4.1 –C G Engg Co- Krishna Havaldar – TMGH book
15 Sales quotas/sales targets Page No 4.12 to 4.21 or Pg 102 to 110 Krishna havaldar & Vasant Lecture
UNIT 5 CONCEPT OF SALES ORGANIZATION
16&17 Concept of sales organization, basic types of sales organization structures Page No 5.1 to 5.11 or Pg 117 to 128 Krishna havaldar & Vasant Lecture/PPT
18&19 Size of the sales force; Staffing & Training the Sales Force Page No 5.11 to 5.29 & 6.1 to 6.11 or Pg 128 to 144 & 154 to 166 Krishna havaldar & Vasant Pg 194 – Case 6.1 CG Ltd - Krishna Havaldar – TMGH book
20 Staffing the Sales Force-Motivating Page No 6.12 to 6.21 or Pg 166 to 175 Krishna havaldar & Vasant Lecture/PPT
21&22 Staffing the Sales Force- Compensating, leading Page No 6.22 to 6.33 or Pg 175 to 186 Krishna havaldar & Vasant Lecture/PPT
23 Staffing the Sales Force- Controlling the sales force Page No 7.1 to 7.25 or Pg 196 to 219 Krishna havaldar & Vasant Lecture/PPT
UNIT 6 THE DISTRIBUTION CHANNEL
24 Channel partners and their functions Page No.230 Krishna havaldar & Vasant Pg 417 – Case 12.1- Snow White Paper Co. Krishna Havaldar – TMGH book
25&26 Channel formats, functions of channels of distribution Page No.230 Krishna havaldar & Vasant Lecture/PPT
27 Channel design considerations Page No.258 Krishna havaldar & Vasant  
28 Systems of distribution, back-end channel participants Page No.258 Krishna havaldar & Vasant Lecture
29 Back-end channel participants Page No.258 Krishna havaldar & Vasant Lecture
30 Front-end of distribution-retailers Page No.282 Krishna havaldar & Vasant Lecture
31 Primary retail formats, trends in retailing Page No.282 Krishna havaldar & Vasant Lecture/PPT