Sales and Distribution Management Study Materials 2020 – Download Unit wise & Study Notes PDF


Download Sales and Distribution Management Study Materials 2020. In this article, we are going to provide the Study Notes for Management Studies. Management students can download these materials which will be useful for their respective semesters. Students of BBA, MBA, PGDMM can download these Study Materials. Here you will find the Material Management books, PDFs, Complete Notes, E-Books & Important Questions. Download the full content materials provided on our website Exams Time for your Exam Preparation.

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Sales and Distribution Management Study Materials - Download Unit wise PDFs and Imp Qns

Sales and Distribution Management Study Materials

Name of the Subject Sales and Distribution Management
Category Management Studies
Useful for MBA, BBA, PG Diploma Courses
Course Type Post Graduation, Under Graduation
Article on Study Materials 2020
Study Material Format PDF
Download Other Study Materials Click Here 

Chapters and Topics in Sales and Distribution Management Study Materials

Sales Management Functions

  • Introduction to Sales Management
  • Personal Selling
  • Sales Process
  • Computer Systems and Applications in Sales Management

Selling Skills

  • Communication Skills
  • Sales Presentation
  • Negotiation Skills
  • Retail Communication Sales Displays

Sales Force Management

  • Job Analysis, Recruitment, and Selection
  • Training The Sales Force
  • Compensation and Motivation of Sales Force
  • Monitoring and Performance Evaluation

Planning and Control of the Sales Effort

  • Sales Planning
  • Sales Organisation
  • Sales Forecasting and Sales Quotas
  • Sales Budgeting and Control

Case Studies

  • Case-1 Puripen: Selecting the Communication Mix
  • Case-2 Devox (India) Limited: A Less Expensive But Complaining Customer
  • Case-3 National Electrical Engineers Limited: Sales Contest for Sales Staff Motivation
  • Case-4 The Genuine Charcoal Filter: Sales Monitoring Control System
  • Case-5 Asia Pacific Electricals Limited: Territory Planning and Management
  • Case-6 RQL Limited: Budgeting and Cost Control Systems

Sales and Distribution Management Study Notes

Subject  Download Links 
Sales Management Click Here

 Sales Force Management Study Books

Subject  Download Links 
Sales Management Click Here

Unit wise PDFs – Sales and Distribution Management

Here we have mentioned the unit wise PDFs of Sales and Distribution Management subject. Click on the below link to download it :

Units  Download Links 
Sales Management Functions Download
Selling Skills Click Here
Sales Force Management Download
Planning and Control of the Sales Effort Click Here
Case Studies Download

Subject in the Universities

This subject will be useful to the students of the Master’s Degree, Bachelor’s Degree, PG Diploma candidates. The following university students can also download these materials :

  • Heriot-Watt University
  • Guru Jambheshwar University
  • Lovely Professional University

Subject in the Semesters

Sales and Distribution Management subject will be studied by the students in the following semesters of their respective courses :

  • MBA IV Semester
  • BBA III Semester
  • M.Com III Semester

Important Questions

We have listed some of the important questions on Sales and Distribution Management subject :

  • Discuss the factors responsible for interdependence of sales- and distribution.
  • Discuss the changing role of personal selling.
  • What presentation strategy you would adopt if you have to sell personal computers, door-to-door?
  • How does Personal selling relate to the marketing function of an organization?
  • Describe the key decision areas in sales and distribution management.
  • What are the various theories of personal selling? Compare and contrast them with each other.
  • What is BDI? What are its specific advantages?
  • Differentiate between deadlock, stonewallings and non-conclusive negotiations.
  • What do you understand from non-verbal communications? How does it help in sales interactions?
  • Why is sales training a continual managerial activity?
  • What are the basic components of a compensation package?
  • Describe the importance of monitoring and performance appraisal of the salesforce.
  • What are the different reports generated to monitor sales force? How are they used?
  • How does sales forecasting help in sales planning? Suggest atleast five requirements of a sales manager in which sales forecasting can be of help.
  • Discuss the process of developing a sales organization. What are the factors which affect the size of the sales organization?
  • Discuss how sales forecasts and sales quotas relate to each other.

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