BBA404 Sales and Distribution Management UNIT-1 Sales Management Evolution of Sales Function Objectives of Sales Management Position Functions of Sales Executives Sales Executive Relation with other Executives UNIT-2 Sales Organizations and Relationship Purpose of Sales Organization Types of Sales Organizations Structures Sales Departmental External Relation Distributive Network Relation UNIT-3 Theories of Personal Selling Types of Sales Executives Qualities of sales executives Prospecting Pre approach, Post approach Organizing Display, Showroom Exhibition UNIT-4 Types of Marketing Channels Factors affecting the choice of channels Types of Middleman and their characteristics Concept of Physical Distribution System Sales UNIT-5 Recruitment and Selection Sales Training and Compensation Sales Force Leadership Sales Force Controlling and Motivation
