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MKT306Management Sciences3 Unitsintermediate

Distribution And Sales Management

This course on Distribution and Sales Management provides a comprehensive overview of the principles and practices involved in effectively managing sales forces and distribution channels. It explores key aspects such as sales force organization, recruitment, training, motivation, and control. The course also covers sales planning, budgeting, quota setting, and ethical considerations in sales and distribution. Students will gain insights into sales techniques, performance evaluation, and the application of quantitative methods in sales management decisions.

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90h
Study Time
13
Weeks
7h
Per Week
basic
Math Level
Course Keywords
DistributionSales ManagementSales ForcePersonal SellingSales Techniques

Course Overview

Everything you need to know about this course

Course Difficulty

Intermediate Level
Builds on foundational knowledge
65%
intermediate
➕
Math Level
Basic Math
🔬
Learning Type
Hands-on Practice

Course Topics

Key areas covered in this course

1

Personal Selling

2

Sales Force Management

3

Sales Planning

4

Sales Techniques

5

Sales Budgeting

6

Ethical Sales Practices

Total Topics6 topics

Requirements

Knowledge and skills recommended for success

MKT201: Principles of Marketing

💡 Don't have all requirements? Don't worry! Many students successfully complete this course with basic preparation and dedication.

Assessment Methods

How your progress will be evaluated (3 methods)

assignments

Comprehensive evaluation of course material understanding

Written Assessment

tutor-marked assessments

Comprehensive evaluation of course material understanding

Written Assessment

final examination

Comprehensive evaluation of course material understanding

Written Assessment

Career Opportunities

Explore the career paths this course opens up for you

Sales Manager

Apply your skills in this growing field

Marketing Executive

Apply your skills in this growing field

Account Manager

Apply your skills in this growing field

Business Development Manager

Apply your skills in this growing field

Retail Manager

Apply your skills in this growing field

Industry Applications

Real-world sectors where you can apply your knowledge

RetailManufacturingPharmaceuticalsTechnologyFinancial Services

Study Schedule Beta

A structured 13-week journey through the course content

Week
1

Module 1: Overview of Personal Selling

2h

Unit 1: Overview of Personal Selling

2 study hours
  • •Read the introduction to personal selling.
  • •Understand the importance of the sales force.
  • •Identify the two broad categories of salesmen.
Week
2

Module 1: Overview of Personal Selling

2h

Unit 2: Sales Force Management

2 study hours
  • •Define sales management.
  • •Explain the interface of the sales force.
  • •Discuss the key aspects of sales management.
Week
3

Module 1: Overview of Personal Selling

2h

Unit 3: Sales Management and Market Potential-Selling Function of Salesmen

2 study hours
  • •Discuss the selling function of salesmen.
  • •List the responsibilities of salesmen to buyers.
  • •List the responsibilities of salesmen to organizations.
Week
4

Module 1: Overview of Personal Selling

2h

Unit 4: Search for Sales Opportunities- Information Gathering Function of Salesmen

2 study hours
  • •Discuss the information gathering function of salesmen.
  • •Explain the roles of information flow.
  • •Describe the types of information salesmen gather.
Week
5

Module 1: Overview of Personal Selling

2h

Unit 5: Qualities of Good Salesmen and Principles of Salesmanship

2 study hours
  • •Discuss the qualities of a good salesman.
  • •Explain the personal characteristics of successful salesmen.
  • •List the principles of professional selling.
Week
6

Module 2:

2h

Unit 1: Sales Force Organization

2 study hours
  • •Describe the purposes of sales force organization.
  • •Explain the procedures for setting up a sales organization.
  • •Discuss the basic types of sales force organization.
Week
7

Module 2:

2h

Unit 2: Recruiting and Selecting Sales Personnel

2 study hours
  • •Describe the sales force selection procedure.
  • •List the personal qualities of a good salesman.
Week
8

Module 2:

2h

Unit 3: Planning and Conducting Sales Training Programmes

2 study hours
  • •Discuss the different attitudes to training.
  • •Explain the approaches to training.
  • •Describe the sales training cycle.
Week
9

Module 2:

2h

Unit 4: Sales Techniques

2 study hours
  • •Discuss the selling process.
  • •List the methods of locating prospects.
  • •Describe approaches to selling.
Week
10

Module 2:

2h

Unit 5: Motivating Sales Personnel

2 study hours
  • •Discuss the types of sales force motivation.
  • •Explain sales force compensation.
  • •Describe the objectives of sales force compensation.
Week
11

Module 3:

4h

Unit 1 Sales Meetings and Sales Contests

2 study hours
  • •Explain the importance of sales meetings.
  • •Discuss the purposes of a convention.
  • •Discuss the major reasons for sales contests.

Unit 2 Assigning Sales Personnel to Sales Territories

2 study hours
  • •Determine the size of a sales territory.
  • •Discuss the management of a sales territory.
Week
12

Module 3:

4h

Unit 3 Controlling Sales Effort

2 study hours
  • •Explain the rationale for control of salesmen.
  • •Discuss the establishment of performance standards.
  • •Describe supervision/monitoring.

Unit 4 Sales Budget

2 study hours
  • •Discuss the purposes of sales budgeting.
  • •List the methods for determining sales budget.
Week
13

Module 3:

4h

Unit 5 Sales Quotas

2 study hours
  • •Explain what sales quotas are.
  • •Discuss the different types of quotas.
  • •List the different approaches a firm can use in setting its sales quotas.

Final Revision

2 study hours
  • •Review course materials.
  • •Prepare for final examination.

This study schedule is in beta and may not be accurate. Please use it as a guide and consult the course outline for the most accurate information.

Course PDF Material

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Study Tips & Exam Preparation

Expert tips to help you succeed in this course

1

Create detailed summaries of each unit, focusing on key concepts and definitions.

2

Practice applying sales techniques from Unit 4 in role-playing scenarios.

3

Review ethical considerations from Unit 3, preparing arguments for different viewpoints.

4

Solve numerical problems related to sales forecasting and budgeting from Module 3.

5

Develop a comparative chart of different sales compensation plans (Unit 5, Module 2).

6

Use case studies to analyze real-world sales management challenges and solutions.

7

Focus on understanding the sales process and customer relationship management.

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