Sales & Distribution Management

Institute of Chartered Financial Analysts of India University
Agartala, Tripura, India

Course Format: Classroom | E-learning | Virtual Class | Online | On-site | Blended | Self-paced

Course Description:

'' The sales function has evolved considerably over the years, as markets and consumers have become more and more sophisticated. The trends that have shaped the sales function include shorter product life cycles, longer and more complex sales cycles, reduced customer loyalty, intense competition among manufacturing firms, rising customer expectations, increasing buyer expertise, electronic revolution in communications, and the entry of women into the sales force.

The PG Certificate Program in Sales & Distribution Management is designed to aid students/ executives in acquiring an in depth understanding of the Sales and Distribution Management.

Program Structure & Topics

Sales & Distribution Management I

Sales & Distribution Management II

Sales & Distribution Management I : Introduction, The sales organization, Sales functions and policies, Personal selling, International sales management; Planning the sales effort, Sales planning, Sales budgets, Estimating market potential and forecasting sales, Sales quotas, Sales and cost analysis; Organizing and directing the sales efforts, Hiring and training sales personnel, Time and territory management, Compensating sales personnel, Motivating the sales force, Leading the sales force, Evaluating sales force performance.

Sales & Distribution Management II : Distribution management, Marketing logistics, Marketing channels, Channel integration, Channel management; Channel control, Evaluating channel performance, Managing channel conflicts, Channel information systems; Channel institutions & future trends, Wholesaling, Retailing, Ethical and social issues in sales & distribution management.
...''

Phone:0381-2319507

School Address:

The ICFAI University

Jagannath Bari Road, Bidurkarta Chowmuhani

Agartala-799001.

Tripura (West)



Jobs & Resumes: Agartala
Houses & Roommates: Agartala

International Finance - PG Certificate
Financial Services - PG Certificate
Financial Risk Management - PG Certificate
Mutual Funds - PG Certificate
Financial Planning - PG Certificate
International Banking - PG Certificate
Reinsurance - PG Certificate
Insurance Investments - PG Certificate
Direct Taxation
Indirect Taxation
Services Marketing
Marketing Communications

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