Sales & Distribution Management : BBA-310

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