| Lecture Series | Description | Lecture By |
|---|---|---|
| Lecture 1 | Evolution of sales management | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 2 | Sales management- Scope and Importance | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 3 | Skills of a Sales Personnel | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 4 | Types of Sales Manager | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 5 | Theories of Personal Selling | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 6 | Psychology in Selling | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 7 | Buying Situations | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 8 | Sales Process | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 9 | Sales Forecasting | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 10 | Sales Territory Design | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 11 | Sales organization structure | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 12 | Sales Force Size | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 13 | Recruitment and Selection of Sales Force-1 | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 14 | Recruitment and Selection of Sales Force-2 | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 15 | Training of Sales Force | Lecture by Ms.Shilpa Bhandari, Lecture by B, Lecture by C, Lecture by D |
| Lecture 16 | Motivation of Sales Force | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 17 | Compensation of Sales Force | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 18 | Sales Quotas and Contests | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 19 | Evaluation of Sales Performance-1 | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 20 | Evaluation of Sales Performance-2 | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 21 | Functions of Intermediaries | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 22 | Types and Role of Channel Intermediaries in India for Consumer and Industrial Products-1 | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 23 | Types and Role of Channel Intermediaries in India for Consumer and Industrial Products-2 | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 24 | Retail Structure | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 25 | Types and role of retail | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 26 | Strategies of Retail | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 27 | Performance shares and Franchising | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 28 | Retail Scenario in India | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 29 | Wholesaling- Features and Classification | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 30 | Decisions, Trends and Future Scenario | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 31 | Distribution Channel Design | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 32 | Channel Strategy and Design | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 33 | Selection and Motivation of intermediaries | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 34 | Evaluation of intermediaries | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 35 | Managing Channel Dynamics | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 36 | Relationships and channel conflict | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 37 | Physical distribution System- Objectives and Decision Areas | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 38 | Introduction to Logistics and Supply chain Management | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 39 | Integration of Sales and Distribution Strategy | Lecture by A, Lecture by B, Lecture by C, Lecture by D |
| Lecture 40 | Ethical and Legal Issues in Sales and Distribution Management in Indian Context | Lecture by A, Lecture by B, Lecture by C, Lecture by D |