NOC:Sales and Distribution Management


Lecture 1 - Introduction to Sales Management


Lecture 2 - Sales Management, Personal Selling, and Salesmanship


Lecture 3 - Functions of Sales Executive and Roles played by Sales Managers


Lecture 4 - Duties and Responsibilities of Sales Managers and the Effective Sales Executive


Lecture 5 - Skills required in Sales Managers and Qualities in a Sales Managers


Lecture 6 - Determining Sales related Marketing Policies


Lecture 7 - Determining Sales related Marketing Policies


Lecture 8 - Strategic Planning, Sales Objectives, Strategies and Tactics


Lecture 9 - The Sales Organization


Lecture 10 - The Sales Organization


Lecture 11 - The Sales Department Relations


Lecture 12 - The Sales Department Relations


Lecture 13 - Planning, Sales forecasting and Budgeting


Lecture 14 - Planning, Sales forecasting and Budgeting


Lecture 15 - Planning, Sales forecasting and Budgeting


Lecture 16 - Buyer-Seller Dyads


Lecture 17 - Diversity of Personal-Selling Situations


Lecture 18 - Theories of Selling


Lecture 19 - Theories of Selling


Lecture 20 - The Selling Process


Lecture 21 - The Selling Process


Lecture 22 - Sales Force Management : Job Analysis


Lecture 23 - Sales Force Management : Recruitment


Lecture 24 - Sales Force Management : Selection


Lecture 25 - Sales Force Management : Training


Lecture 26 - Sales Force Management : Training


Lecture 27 - Sales Force Management : Motivation


Lecture 28 - Sales Force Management : Compensation


Lecture 29 - Sales Force Management : Managing Expenses of Sales Personnel


Lecture 30 - Sales Force Management : Evaluation


Lecture 31 - Sales Force Management : Evaluation


Lecture 32 - Sales Quotas


Lecture 33 - Sales Quotas


Lecture 34 - Sales Territory


Lecture 35 - Sales Territory


Lecture 36 - Distribution Channel Management : Distribution Channels - Part I


Lecture 37 - Distribution Channel Management : Distribution Channels - Part II


Lecture 38 - Channel Systems, Channel Management, Logistics and Marketing Channels - Part I


Lecture 39 - Channel Systems, Channel Management, Logistics and Marketing Channels - Part II


Lecture 40 - International Sales and Channel Management