Programme Curriculum


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15 hours


Graduate in any discipline


Rs. 1500

Who is this course for?

Middle level managers

Program Overview

This short term course discusses the Sales management and Distribution management separately in two different sections. It covers the various techniques and tools for Sales and Distribution management.


  1. Introduction to Sales Management
  2. Personal Selling
  3. Effective Sales Executive
  4. Sales Planning and Budgeting
  5. Sales Forecasting
  6. Sales Organisation
  7. Recruitment and Selection of Sales Force
  8. Sales Training
  9. Sales Quota and Compensating Sales Personnel
  10. Leading and Motivating the Sales Personnel
  11. Evaluation and Control of Sales Force
  12. Sales Territory
  13. Key Account Management
  14. Introduction to Distribution Management
  15. Retailing
  16. Wholesaling
  17. Warehousing    
  18. Transportation
  19. Distribution Channels in Services
  20. Distribution Planning and Control

Take away from this course

The candidate enrolling for this course will be able to understand the important functions of Sales management like Personal Selling, Sales forecasting, territory management…etc In section II he will be able to understand the various distribution functions like retailing, wholesaling, warehousing, transportation etc.

Program Co-ordinator

Dr. Padmpriya