*Core Subjects/Syllabus* 

*Semester 1: Fundamentals of Sales Management* 

1. *Introduction to Sales and Distribution* 

   - Role of sales in business growth. 

   - Types of sales (B2B, B2C, direct/indirect sales). 

   - Overview of distribution channels (retailers, wholesalers, e-commerce). 

 

2. *Consumer Behaviour and Market Research* 

   - Understanding buyer psychology and decision-making. 

   - Tools for market segmentation and targeting. 

   - Competitor analysis and SWOT frameworks. 

 

3. *Sales Techniques and Negotiation* 

   - SPIN selling, consultative selling, and closing strategies. 

   - Handling objections and building rapport. 

   - Role-playing exercises for real-world scenarios. 

 

4. *Retail Management* 

   - Store layout, visual merchandising, and inventory control. 

   - Retail pricing strategies and promotions. 

   - Omnichannel retailing (online-offline integration). 

 

5. *Business Communication for Sales* 

   - Persuasive communication skills. 

   - CRM tools (Salesforce, HubSpot) for client management. 

   - Email etiquette and virtual sales pitching. 

 

*Semester 2: Advanced Sales and Distribution Strategies* 

6. *Distribution Channel Management* 

   - Designing efficient distribution networks. 

   - Channel conflicts and resolution strategies. 

   - Key performance indicators (KPIs) for distributors. 

 

7. *Supply Chain and Logistics* 

   - Basics of warehousing, transportation, and inventory management. 

   - Third-party logistics (3PL) and last-mile delivery solutions. 

   - Technology in logistics (ERP, SAP, RFID tracking). 

 

8. *Digital Sales and E-Commerce* 

   - Online sales platforms (Amazon, Shopify, B2B portals). 

   - Digital marketing for sales (SEO, Google Ads, social selling). 

   - Analytics for tracking conversion rates and customer journeys. 

 

9. *Key Account Management (KAM)* 

   - Strategies for managing high-value clients. 

   - Contract negotiation and long-term relationship building. 

   - Case studies on global account management. 

 

10. *Legal and Ethical Aspects* 

    - Sales contracts, agency agreements, and compliance. 

    - Ethical selling practices and anti-bribery laws. 

    - Data privacy regulations (GDPR, CCPA). 

 

*Semester 3: Leadership and Specializations* 

11. *Sales Forecasting and Analytics* 

    - Predictive analytics for sales trends. 

    - Tools: Excel, Power BI, Tableau. 

    - Budgeting and revenue target setting. 

 

12. *Team Leadership and Motivation* 

    - Building and managing high-performance sales teams. 

    - Incentive structures (commissions, bonuses, ESOPs). 

    - Remote sales team management. 

 

13. *Global Sales and Export Management* 

    - International trade regulations and documentation. 

    - Cultural adaptation in global sales strategies. 

    - Incoterms and export-import logistics. 

 

14. *Emerging Trends in Sales* 

    - AI-driven sales tools (chatbots, predictive lead scoring). 

    - Subscription models and recurring revenue strategies. 

    - Sustainability in distribution (green logistics, circular economy). 

 

15. *Internship/Capstone Project* 

    - Fieldwork with FMCG, retail, or logistics companies. 

    - Final project: Designing a sales and distribution plan for a product launch. 

 

*Elective Subjects * 

- *Pharmaceutical Sales Management* 

- *Automotive Channel Distribution* 

- *Luxury Brand Sales Strategies* 

- *Rural Marketing and Distribution* 

- *Supply Chain Cybersecurity* 

 

 *Assessment Methods* 

- *Practical exams*: Sales pitch simulations, CRM tool assignments. 

- *Case studies*: Solving distribution challenges or channel conflicts. 

- *Written exams*: Theory on sales strategies, logistics, and ethics. 

- *Internship evaluations* and capstone project presentations.