This free online course in sales and distribution management will begin by introducing you to the meaning of sales management and the evolution of sales management as a function. You will learn about the importance of sales management for marketing functions and for the organization as a whole. You will also be introduced to the relationship between sales management, personalized selling and salesmanship, as well as the differences between selling and marketing.
The course then explains some important marketing policies, and their relevance in an organization. You will learn about the meaning and purpose of a sales organization. You will also learn about inter – departmental relationships and its relevance in fostering a high performing sales force team in any sales organization. Next, you will be introduced to the human resources aspect of sales force management.
The course then explains the meaning of sales quota, rationale behind a sales quota, and why sales organizations sets up sales quotas. You will also learn about the types of sales quotas, and the various methods used for setting and administering a good quota system. This course explains in great detail the meaning of a sales territory, rationale behind formation of sales territories, and the procedure for setting up or revising sales territories. You will learn about distribution channels, the functions and relevance of distribution channel flows to the sustainability of the overall sales management force across the world.