Sales and Distribution Management (NPTEL, IIT Kharagpur)

About this course

An NPTEL course on managing a sales force and distribution channels, from selling theory to quotas, territories and international channels. Who it's for: management students and sales professionals. These are the free, official videos of the "Sales and Distribution Management" playlist (NPTEL) from the NPTEL IIT Kharagpur YouTube channel (youtube.com/@iitkharagpurjuly-is9ie). All videos belong to NPTEL and IIT Kharagpur; Sikhami is not affiliated with NPTEL and IIT Kharagpur and simply arranges the public playlist into a course, so you can learn one lesson at a time and keep track of your progress.

What you will learn

• Sales management, personal selling and the skills of a sales manager • Strategic planning, sales objectives, forecasting and budgeting • Theories of selling and the selling process • Recruiting, training, motivating and evaluating the sales force • Sales quotas and territories • Distribution channel management and international sales

Course content

1 section · 41 lectures · 22h 0m

1. 1. NOC Jan 2019 : Sales and Distribution Management

   • Sales and Distribution Management6m
   • Lecture 01 : Introduction to Sales Management33m
   • Lecture 02 : Sales Management, Personal Selling, and Salesmanship34m
   • Lecture 03 : Functions of Sales Executive and Roles played by Sales Managers30m
   • Lecture 04 : Duties and Responsibilities of Sales Managers and the Effective Sales Executive24m
   • Lecture 05 : Skills required in Sales Managers and Qualities in a Sales Managers31m
   • Lecture 06 : Determining Sales related Marketing Policies30m
   • Lecture 07 : Determining Sales related Marketing Policies29m
   • Lecture 08 : Strategic Planning, Sales Objectives, Strategies and Tactics32m
   • Lecture 09 : The Sales Organization33m
   • Lecture 10 : The Sales Organization26m
   • Lecture 11 : The Sales Department Relations33m
   • Lecture 12 : The Sales Department Relations38m
   • Lecture 13 : Planning, Sales forecasting and Budgeting31m
   • Lecture 14 : Planning, Sales forecasting and Budgeting32m
   • Lecture 15 : Planning, Sales forecasting and Budgeting29m
   • Lecture 16 : Buyer-Seller Dyads30m
   • Lecture 17 : Diversity of Personal-Selling Situations30m
   • Lecture 18 : Theories of Selling32m
   • Lecture 19 : Theories of Selling31m
   • Lecture 20 : The Selling Process36m
   • Lecture 21 : The Selling Process (Contd.)35m
   • Lecture 22 : Sales Force Management: Job Analysis31m
   • Lecture 23 : Sales Force Management Recruitment34m
   • Lecture 24 : Sales Force Management: Selection33m
   • Lecture 25 : Sales Force Management: Training33m
   • Lecture 26 : Sales Force Management: Training25m
   • Lecture 27 : Sales Force Management: Motivation37m
   • Lecture 28 : Sales Force Management: Compensation35m
   • Lecture 29 : Sales Force Management: Managing Expenses of Sales Personnel33m
   • Lecture 30 : Sales Force Management: Evaluation37m
   • Lecture 31 : Sales Force Management: Evaluation33m
   • Lecture 32 : Sales Quotas37m
   • Lecture 33 : Sales Quotas27m
   • Lecture 34 : Sales Territory32m
   • Lecture 35 : Sales Territory30m
   • Lecture 36 : Distribution Channel Management: Distribution Channels: Part I31m
   • Lecture 37 : Distribution Channel Management: Distribution Channels: Part II37m
   • Lecture 38 : Channel Systems, Channel Management, Logistics and Marketing Channels: Part I35m
   • Lecture 39 : Channel Systems, Channel Management, Logistics and Marketing Channels: Part II43m
   • Lecture 40 : International Sales and Channel Management32m