Distribution And Sales Management
- Management Sciences
- 300 level
- 3 credit units
- 150 pages
- 18 units
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.
About this course
- Difficulty
- Intermediate
- Study hours
- 90 hours
- Maths
- Basic
- Content
- Theoretical, case study
- Practical work
- Yes
- MKT201: Principles of Marketing
- Assignments
- Tutor marked assessments
- Final examination
What you'll read
The real module and unit structure of MKT306, taken from the course material NOUN publishes.
- UNIT 1 OVERVIEW OF PERSONAL SELLINGPage 1
- UNIT 2: SALES FORCE MANAGEMENTPage 5
- UNIT 3 SALES MANAGEMENT AND MARKET POTENTIAL- SELLING FUNTION OF SALESMENPage 10
- UNIT 4: SEARCH FOR SALES OPPORTUNITIES- INFORMATION GATHERING FUNCTION OF SALESMENPage 16
- UNIT 5 QUALITIES OF GOOD SALESMEN AND PRINCIPLES OF SALESMANSHIPPage 26
One paragraph, so you can see how it reads
MKT306 · UNIT 1 OVERVIEW OF PERSONAL SELLING
CONCLUSION The role of sales force in organizations is very important and central in realizing their corporate objectives. The selling function is the bread winner in the organization and the associated tasks in achieving revenue realization are performed by different classes of salesmen.
What you should be able to do
- Explain the role and importance of sales force in an organization.
- Define sales management and discuss its key aspects.
- Discuss the selling function of salesmen and their responsibilities.
- Describe the information gathering function of salesmen.
- Explain the qualities of a good salesman and principles of salesmanship.
- Apply quantitative methods for sales forecasting.
What it prepares you for
- Sales Manager
- Marketing Executive
- Account Manager
- Business Development Manager
- Retail Manager
- Retail
- Manufacturing
- Pharmaceuticals
- Technology
- Financial Services
- CRM Software
- Salesforce
- Microsoft Excel
Where it gets hard
The units students slow down on, and what makes each one heavy.
- Module 3:
Unit 2 Assigning Sales Personnel to Sales Territories
Requires understanding of complex statistical methods for accurate sales predictions.
- Module 4:
Unit 3 Ethical and Social Responsibilities of Salesmen and Sales Managers
Involves navigating conflicting interests and applying ethical frameworks to real-world sales scenarios.
A suggested way through it
13 weeks, about 32 hours in total. Yours will differ.
- Week 1Module 1: Overview of Personal Selling
Unit 1: Overview of Personal Selling · 2 hours
Read the introduction to personal selling.. Understand the importance of the sales force.. Identify the two broad categories of salesmen..
- Week 2Module 1: Overview of Personal Selling
Unit 2: Sales Force Management · 2 hours
Define sales management.. Explain the interface of the sales force.. Discuss the key aspects of sales management..
- Week 3Module 1: Overview of Personal Selling
Unit 3: Sales Management and Market Potential-Selling Function of Salesmen · 2 hours
Discuss the selling function of salesmen.. List the responsibilities of salesmen to buyers.. List the responsibilities of salesmen to organizations..
- Week 4Module 1: Overview of Personal Selling
Unit 4: Search for Sales Opportunities- Information Gathering Function of Salesmen · 2 hours
Discuss the information gathering function of salesmen.. Explain the roles of information flow.. Describe the types of information salesmen gather..
- Week 5Module 1: Overview of Personal Selling
Unit 5: Qualities of Good Salesmen and Principles of Salesmanship · 2 hours
Discuss the qualities of a good salesman.. Explain the personal characteristics of successful salesmen.. List the principles of professional selling..
- Week 6Module 2:
Unit 1: Sales Force Organization · 2 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 7Module 2:
Unit 2: Recruiting and Selecting Sales Personnel · 2 hours
Describe the sales force selection procedure.. List the personal qualities of a good salesman..
- Week 8Module 2:
Unit 3: Planning and Conducting Sales Training Programmes · 2 hours
Discuss the different attitudes to training.. Explain the approaches to training.. Describe the sales training cycle..
- Week 9Module 2:
Unit 4: Sales Techniques · 2 hours
Discuss the selling process.. List the methods of locating prospects.. Describe approaches to selling..
- Week 10Module 2:
Unit 5: Motivating Sales Personnel · 2 hours
Discuss the types of sales force motivation.. Explain sales force compensation.. Describe the objectives of sales force compensation..
- Week 11Module 3:
Unit 1 Sales Meetings and Sales Contests · 2 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 hours
Determine the size of a sales territory.. Discuss the management of a sales territory..
- Week 12Module 3:
Unit 3 Controlling Sales Effort · 2 hours
Explain the rationale for control of salesmen.. Discuss the establishment of performance standards.. Describe supervision/monitoring..
Unit 4 Sales Budget · 2 hours
Discuss the purposes of sales budgeting.. List the methods for determining sales budget..
- Week 13Module 3:
Unit 5 Sales Quotas · 2 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 hours
Review course materials.. Prepare for final examination..
Preparing for the exam
- Create detailed summaries of each unit, focusing on key concepts and definitions.
- Practice applying sales techniques from Unit 4 in role-playing scenarios.
- Review ethical considerations from Unit 3, preparing arguments for different viewpoints.
- Solve numerical problems related to sales forecasting and budgeting from Module 3.
- Develop a comparative chart of different sales compensation plans (Unit 5, Module 2).
- Use case studies to analyze real-world sales management challenges and solutions.
- Focus on understanding the sales process and customer relationship management.
Questions students ask about this course
What is MKT306 about?
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.
How many units does MKT306 have?
MKT306, Distribution And Sales Management, has 18 units across 4 modules, over 150 pages of course material. You can read it one unit at a time.
How many credit units is MKT306?
MKT306 carries 3 credit units, at 300 level in Management Sciences.
Is MKT306 hard?
MKT306 is rated intermediate level, with basic mathematical content. It is mostly theoretical and case study work, and it has a practical component.
How long does MKT306 take to study?
About 90 hours of study, spread across its 18 units.
How is MKT306 assessed?
MKT306 is assessed by assignments, tutor marked assessments and final examination.
What do I need before starting MKT306?
MKT201: Principles of Marketing
What can I do with MKT306?
Sales Manager, Marketing Executive, Account Manager, Business Development Manager and Retail Manager.