Syllabus
|
Course Code: MM-303 Course Name: Specialisation-B: MARKETING - Sales and Logistics Management |
||
| MODULE NO / UNIT | COURSE SYLLABUS CONTENTS OF MODULE | NOTES |
|---|---|---|
| 1 | Sales Management: Conceptual framework, Organization of sales function and policies, role and responsibilities of field sales manager. Sales planning and budgeting, market potential estimation and sales forecasting, setting up and administration of sales territories. Fixation of sales quota, sales and cost analysis; Organizing and managing sales force- selection, training, compensation, motivation and evaluation of sales performance. Logistics management: Conceptual framework and its relationship with the supply chain management. Logistics as a source of competitive advantage. Warehousing: Location and layout, alternatives and strategy. Inventory management policies. Transportation: modes, packaging, costs and challenges. Organic and custom hire (inorganic) logistics. Organization and administrative challenges of logistic entities. Recent trends in logistics: e-logistics, green logistics and reverse logistics. |
|
