| Lecture No. | Description | Lecture By |
|---|---|---|
| Lecture 1 | Sales Management: Scope and Importance | Lecture by Dr. Amit Kumar , Lecture by , Lecture by , Lecture by |
| Lecture 2 | The Evolving Face of Personal Selling | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 3 | Personal Selling Process and Approaches | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 4 | Sales Organization Structure | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 5 | Sales Strategies | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 6 | Sales Forecasting | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 7 | Sales Territory Design | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 8 | Sales Force Job Description | Lecture by Dr. Amit Kumar, Lecture by , Lecture by , Lecture by |
| Lecture 9 | Recruitment and Selection | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 10 | Training Sales Personnel | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 11 | Sales Force Motivation | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 12 | Compensation | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 13 | Sales Quotas | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 14 | Evaluating Sales Performance | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 15 | Information Technology in Sales Management | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 16 | Functions of Intermediaries | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 17 | Types and Role of Channel Intermediaries in India for Consumer and Industrial Products | Lecture by Dr. Amit Kumar , Lecture by , Lecture by , Lecture by |
| Lecture 18 | Wholesale and Retail Structure | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 19 | Complex Distribution Arrangement | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 20 | Channel Strategy and Design | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 21 | Selection, Motivation and Evaluation of Intermediaries | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 22 | Managing Channel Dynamics | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 23 | Relationships and Channel Conflict | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 24 | Ethical and Legal Issues in Sales and Distribution Management in Indian context. | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 25 | Physical Distribution System –Objectives and Decision Areas | Lecture by Dr. Amit Kumar , Lecture by , Lecture by , Lecture by |
| Lecture 26 | Customer Service Goals | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 27 | Logistics Planning | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 28 | An overview of Transportation | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 29 | Warehousing and Inventory Decisions | Lecture by , Lecture by , Lecture by , Lecture by |
| Lecture 30 | Efficient Supply Chain Management (SCM) | Lecture by , Lecture by Dr. Amit Kumar , Lecture by , Lecture by |
| Lecture 31 | Integration of Sales and Distribution Strategy | Lecture by , Lecture by , Lecture by , Lecture by |