4 Sales Force Management: Different personnel functions of a sales manager, Quantitative and qualitative requirements of sales force planning determination of sales force size, job – analysis for type of sales people required 2L 5 Recruitment and Selection: Sources of recruitment, Selection process, Methods of selection 2L 6 Training and Development: Need and purpose of training, Types of training, Designing a training programme - model 2L 7 Directing the Sales Force: Supervision, Territory management, Determination of quota/target, Determination of compensation of sales force, Leading and Motivating 6L 8 Controlling: Analysis of sales, Costs and Profitability, Evaluation of sales force performance 3L 9 Marketing Channels: Structure, Functions and advantages, Types of channel intermediaries wholesalers, distributors, stockists, sales agents, brokers, franchisers, C&F agents, and – retailers 2L 10 Channel Design and management: Channel objectives & constraints, Identification, evaluation and selection of channel alternatives, Channel management and control recruiting – and selecting channel members, motivating, evaluating channel arrangements 3L 11 Physical Distribution & Logistics: function, processing, warehousing, inventory & Transportation 1L 12 Retail Management: Retail strategies, Location, Types of retail formats, Stores layout, Visual merchandising techniques 3L 13 Merchandise management, Planning of assortment, Servicing and buying of Merchandising: merchandise, Supply chain management in retailing 3L 14 Case Studies 4L 1. Berman, B & Evans, J.R.: Retail Management, Pearson 2. Cundiff, Still & Govoni : Sales Management Decision, Strategies & Cases; HI./Pearson – Education 3. Futrell, Charles M.: ABC of Relationship Selling; McGraw Hill. 4. Ingram,T,N., Laforge, R.W. & Avila, R.A.: Sales Management, South-Western
4 Sales Force Management: Different personnel functions of a sales manager, Quantitative and qualitative requirements of sales force planning – determination of sales force size, job analysis for type of sales people required 2L 5 Recruitment and Selection: Sources of recruitment, Selection process, Methods of selection 2L 6 Training and Development: Need and purpose of training, Types of training, Designing a training programme - model 2L 7 Directing the Sales Force: Supervision, Territory management, Determination of quota/target, Determination of compensation of sales force, Leading and Motivating 6L 8 Controlling: Analysis of sales, Costs and Profitability, Evaluation of sales force performance 3L 9 Marketing Channels: Structure, Functions and advantages, Types of channel intermediaries – wholesalers, distributors, stockists, sales agents, brokers, franchisers, C&F agents, and retailers 2L 10 Channel Design and management: Channel objectives & constraints, Identification, evaluation and selection of channel alternatives, Channel management and control – recruiting and selecting channel members, motivating, evaluating channel arrangements 3L 11 Physical Distribution & Logistics: function, processing, warehousing, inventory & Transportation 1L 12 Retail Management: Retail strategies, Location, Types of retail formats, Stores layout, Visual merchandising techniques 3L 13 Merchandising: Merchandise management, Planning of assortment, Servicing and buying of merchandise, Supply chain management in retailing 3L 14 Case Studies 4L 1. Berman, B & Evans, J.R.: Retail Management, Pearson 2. Cundiff, Still & Govoni : Sales Management – Decision, Strategies & Cases; HI./Pearson Education 3. Futrell, Charles M.: ABC of Relationship Selling; McGraw Hill. 4. Ingram,T,N., Laforge, R.W. & Avila, R.A.: Sales Management, South-Western
EMBA-3-Semester.docx