NPTEL : NOC:Sales and Distribution Management (Management)

Co-ordinators : Dr. Sangeeta Sahney


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